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Improve your Sales forecast in 1 simple step!

Written by: Joe Dager

Article Overview: The most used the excuse I see in developing a buyer persona is that the buyers vary too much. Okay, let’s just try...

Improve your Sales forecast in 1 simple step!

Actually most people tell me the their marketing is working, they just don’t have the time. Or, they would like to make it more professional. Or, maybe I could help them start a blog. Very few people ever admit to a marketing problem. Even the better organizations that have built a great brand will leverage it as well as they should. And the single one thing that stops them is understanding their ideal customer, or the term buyer persona. They even spend little time on the process the customer uses to purchase and the expectations they have of the product.

The most used the excuse I see in developing a buyer persona is that the buyers vary too much. Okay, let’s just try to segment a portion of your customers. Maybe it’s only 10% or if your lucky as high as 50%. But creating some channel will facilitate in mapping out that buyer persona. If we look at how will the purchase was made and determined by that group, it will lead into some very insightful information. But I would encourage you to really try to understand the compelling reason they chose you. That reason alone can clarify your marketing your sales processes, and improve your production forecast.

I know that may sound silly over just one statement but look at it this way. If you could know the compelling reason that 50% of the customers buy from you, what would that mean to your bottom line?

P.S. A quick check to validate this, would be to talk to a few prospects that you lost. Ask them what their compelling reason, not to buy from you.

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Article Tags: excuse



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