Not every customer is best for you. One way to effectively work with your customers is to understand what makes a good customer. Good customers are those who buy a lot and do not have many problems or complaints. If you examine these customers, you can find characteristic which they have in common. How to find this information was published on Sales.about.com.
Basic information
At the beginning you should look at customer demographics, income, family size, employment, education and financial status, for example whether he owns his own home. Your favourite customers will probably share a few similarities. After you find out the basic information about your customer, focus on mental information. It is difficult to identify but you can do it simply by talking with him.
What your customers think
You have to find out what your ideal customers think. It can be helpful to find out what problems they face, what goals they have, what makes them happy or not. It is also useful to find out why they decided to buy from you. Try to sit down with your customers for a while and ask them. The answers can be very useful and by using them, you can find new customers similar to the current ones.
Important factors
For example you may discover that product durability is important to your favorite customers, and they choose you because of the extra warranty your offer. It may be a key factor you had never considered. So you can use the information in the new sales strategy for your next customers. Also if your potential customers tell you that durability is important to them, you know they are your ideal long-term customers. So you know spending extra time with them is not a waste of your time. The main point of your selling presentation can be the durability of your products. Not only will you focus on the right customers, you will even do it in the most effective way.
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