Who are your ‘Ideal Customer Profiles’?





You may have heard the phrase ‘I don’t want to work with a bad customer’.

This statement doesn’t necessarily mean that this ‘bad customer’ is annoying or will give you a headache if you work with them, it could just mean that this customer isn’t a suitable fit for your business model.
 
#Top Tip 1

Identify your Ideal Customer Profile (ICP)

This is a target prospect or company you want to work with or who is predicted to buy your service/product.
These ICP’s could be your customers ‘customers, the competitors of your customers, or a specific industry sector within the business ecosystem.
 
#Top Tip 2

Why this specific ICP?

Are they a competitor of a customer you have already worked with? Is this ICP in an industry you have expert knowledge of? Does this ICP have a similar size of organization, number of employees, or various departments you are used to working with?

Working with a new ICP similar to your previous customers enhances the likelihood of successful results in a quicker timeframe due to you having already done the ‘legwork’ with similar businesses.

The outcome of exceeding expectations demonstrates how effective your service/product is to your new customer, thus increasing customer retention rates.
 
#Top Tip 3

How to convert a new ICP?

You will need to identify their behaviors, e.g., what social media channels do they use?

Social media profiles (primarily LinkedIn) can provide details about an ICP’s personality, communication style, interests, etc.

The more your find out about your ICP prospects, the easier they will be to sell too!
 
Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)
Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.
 
Jamie@correctcareerscoaching.com and 07599 332178
https://correctcareerscoaching.com
https://www.linkedin.com/in/jamiemartin111 

How not to sell!

#Top Tip 1

Don’t talk about yourself! ⬇️

You might be aware of the acronym ‘WIIFM’:

‘What’s In It For Me’

Your prospect/customer is more concerned about how your service or product will solve their problem. They don’t need to know all about you, your weekend, and your pets.

Spend time asking the customer open questions to identify more about them and what they would like to change in their business right now?

#Top Tip 2

Just list the description of what your service or product does! ⬇️

You need to explain the benefits and the outcome of your service or product, rather than just describing the features of it!

The best way to do this is provide evidence in statistics/figures/results, etc. Or quote testimonials and case studies.

#Top Tip 3

Talk about money too early! ⬇️

No one likes to feel they are being sold to. We like to feel in control of our buying behavior. We buy based on our emotions!

Build the trust and rapport with the prospect/customer first. Develop a common ground, understand their personality and communication style. Mirror their body language and tone of voice.

The more synergy you build before the ‘money’ conversation, the easier it will be to sell. I recommend wait at least 30-40 minutes into the conversation before talking about money.

Put yourself in your customers shoes… how would you like to be sold to?

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

https://www.linkedin.com/in/jamiemartin111

How to sell post-covid? The same as you did before…

#Top Tip

Sell on what your current customers say

Demonstrate the value of your service or product to a new prospect during the sales pitching stage from case studies or testimonials you had received from recent customers/clients who have already worked with your business.

Help your new prospect visualise (by storytelling) the outcomes or results your service or product had with other businesses (similar service, industry, size, etc.).

Your new prospect will experience emotional thoughts during your conversation by comparing themselves to their competitors, enticing them to proceed further in the buying process.

This new prospect will be convinced further from hearing real feedback about you and are more likely to proceed in working with you from fear of missing out!

What if you don’t have many testimonials?

👉 Ask your LinkedIn network for ‘recommendations’ and use these as testimonials and social media marketing post

Not sure which testimonials or case studies to quote?

👉 Use a testimonial that reflects similarities with your new prospect (Is the testimonial from a similar industry to your new prospect? Is the testimonial from the same job title as your new prospect? Does the testimonial describe a similar problem your new prospect is experiencing?)

Selling at present couldn’t be easier… let your current customers’ comments do it for you!

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

https://www.linkedin.com/in/jamiemartin111

How I won my B2B clients?

…The tenth in this series:

Problem solving… for Sales/Account Executives, #SDR’s/BDR’s, Business Development Managers, Sales Managers, Sales Directors, CEO’s, Managing Directors

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In the sales environment, we all face conversion challenges…

Challenges SDR’s/Sales Professionals face:

– Your client is already working with someone else (usually a competitor of yours)

👉 Does your competitor provide all the services/products you do? Could your prospect work with you on one element to start?

 – They have not got the time to explain their needs/problems to someone new

👉 If you are engaging, your prospect has time – find out when is more convenient? Or what is hindering their business initiatives early in your correspondence with them.

They have a requirement for your services, but not at present (or so they tell you)

👉 A business environment changes daily. Agree on a timely follow-up process with the prospect to keep in contact regarding any updates on their needs.

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My Advice:

– Probe and ask open questions to overcome objections

– Be an active listener!

– Build rapport – You need to be unforgettable to your prospect

– Needs-based sell

– Understand the prospect’s communication style and personality

– Be adaptable, brave, and agile: It is about your prospect during the buying process (and not your goals/targets)

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Remember – Identify your client’s problems to needs-based sell and deliver a personalised solution.

#salesexecutive #businessdevelopmentmanager #salestraining

https://linktr.ee/correctcareers

How I won my B2B clients?

….The ninth in this series:

Referrals and Introductions

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I was approached via LinkedIn by a Sales Executive/SDR currently working in a global SME (where the sales process and training were still being developed). He researched my LinkedIn profile and felt I was their external Sales Trainer of choice to develop their selling capabilities and confidence.

We had a personalised one-one 4 hour session regarding the full sales cycle and applying it to his industry sector.

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The sessions covered:

✅ Selling techniques, advice, and tools

✅ Real examples, storytelling, and case studies

✅ Guides and handouts

✅ Follow-up emails and calls

✅ Occasional check-ins for how they were applying the acquired sales skills within their job

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I was delighted to receive this kind testimonial:

“I am so happy that you were able to help create a system in order to help me get in front of the right people as this is something that has caused me the most insecurity and anxiety as a salesperson and isn’t really something that is readily taught or available online so I am very grateful for that.”

A while later, his brother was also in need of services that my business also provided. The Sales Executive introduced us, following a discovery call with his brother regarding their current challenges and requirements for training and development. His brother also became a client of mine and was coached by me.

Remember – It is what your client says about you – always over-deliver!

#referral #recommendation #testimonial

#sales #selling #sold

https://linktr.ee/correctcareers

How I won my B2B clients?

….The eighth in this series:

Rapport Building – Selling to Personalities not Businesses

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I had been approaching a company for the past 8 months, they were a global company with a £100+million turnover.

On a few occasions, the Head of HR was happy to chat/video conference with me regarding my services. The company had internal changes, so the time was not right for our businesses to work together.

Every couple of months I would text her (preferred communication style for this prospect) for updates on their business operations. Our personalities were similar, she seems to like my approach and character.

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After consistent correspondence, case studies, proposal pitches, and the occasional personal comment, i.e., how was your holiday? Friend’s wedding?

I delivered a demo with the Head of HR and following this, I was booked to provide LinkedIn training to one of their Managing Directors. The MD understood the benefits of LinkedIn but didn’t know how to use and embrace it.

The feedback was that I trained the MD on loads of techniques, tools, and valued information for utilising LinkedIn in the areas of developing a personal/company brand, growing connections, social media marketing, and building client relationships.

Since then, we are exploring internal options for me to train other employees regarding LinkedIn and social selling.

Remember – Understand prospect’s individual differences; their personality traits and communication styles – adapt your selling approach to suit there’s!

#personality #communication #rapport

#sales #selling #sold

https://linktr.ee/correctcareers

How I won my B2B clients?

….The seventh in this series:

Objection Handling and Conversion

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A client was referred to me. At the start of our communication, the client explained her business had not been successful in the last year and her budget for any services would be a challenge.

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My cadence process included a phone call, a zoom call, an email and a text! During these touch points and several correspondences with each other, she felt confident my services of sales, strategy, and social media training could benefit her business.

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We openly discussed a suitable situation regarding costings (I provided an introductory offer to start growing her client base and revenue), once her business had more cashflow, she would be happy to pay my standard rates for further training and support.

I supported this client in many areas:

⚡ Analysing previous client data and account managing previous clients for repeat business and upselling

⚡ Strategy for generating more clients on a global scale using different channels (including social media)

⚡ A plan for increasing her prices for her services

Remember – Any objection can be overcome with needs-based selling.

#sales #selling #sold

https://linktr.ee/correctcareers

How I won my B2B clients?

….The fifth in this series:

Networking…

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It was the right time for my business to join a networking group on a membership basis. During your 60-second pitches each week, I would mostly communicate my sales training and sales strategy experience and services.

Occasionally I would explain add on services I provide to clients, i.e., recruitment training following my 6 years of achievements within the recruitment industry.

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It was 6 months approx. before a business within this group required this service area of my business. When a HR Consultancy who was also a member of this group, remembered my recruitment training background and services and engaged with me on a recruitment project.

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Remember – people do remember what you say and do… Make sure you stay visible and communicate the full range of services your business offers.

Even if you feel there is not an ROI straight away, be consistent and positive, as a business will come back to you when they have the need for your services for their business.

#networking #communication #businessvalue

https://linktr.ee/correctcareers

How I won my B2B clients?

….The fifth in this series:

Networking…

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It was the right time for my business to join a networking group on a membership basis. During your 60-second pitches each week, I would mostly communicate my sales training and sales strategy experience and services.

Occasionally I would explain add on services I provide to clients, i.e., recruitment training following my 6 years of achievements within the recruitment industry.

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It was 6 months approx. before a business within this group required this service area of my business. When a HR Consultancy who was also a member of this group, remembered my recruitment training background and services and engaged with me on a recruitment project.

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Remember – people do remember what you say and do… Make sure you stay visible and communicate the full range of services your business offers.

Even if you feel there is not an ROI straight away, be consistent and positive, as a business will come back to you when they have the need for your services for their business.

#networking #communication #businessvalue

https://linktr.ee/correctcareers

How I won my B2B clients?

The fourth in this series:

First impressions…

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As mentioned, previously, I was referred and introduced to an industry leading UK and Europe SME via a business individual I had developed a relationship with over the past few months.

This industry sector of this new business and geographical location was new to me, as well as before the initial video conferencing meet with the CEO, I was only given short notice.

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What did I do?

I cleared my desk and spent the whole evening researching this company’s background, social media channels, website, marketing material, etc.

The following day and from an energetic and diligent introduction, I demonstrated to the CEO how I will be agile and adapt to their business requirements to fulfill a sales strategy project.

Throughout the initial prospecting stage and this customer’s buying experience, I made sure I was efficient, swift in my follow-up, questioned, and actively listened to this company’s needs.

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A few weeks later, after a 2-hour+ journey and overnight stay, I worked with this company and their team on a sales strategy and training project which took serval weeks. I was delighted to receive this wonderful feedback below:

Jamie spent a significant amount of time with me to further understand the business and the tolerances and willingness we had towards change. His approach with my team was open, friendly, and gently probing. His enthusiasm was infectious, making my organisation comfortable and willing to take on board any recommendation he made.

His report was generated very rapidly and again his requests for additional information highlighted his desire to ensure the recommendations made were realistic and fully considered our existing processes. The final report was thorough and provided our organisation with an excellent external review of our sales strategy and processes.”

Remember – In a sales environment: customer needs always first.

#customerservice #saleschallenges #buyingexperience

https://linktr.ee/correctcareers