marketing – Page 2 – Correct Careers Coaching

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

About

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