Who's Your Ideal Prospect?

One of the things we as a sales team at BPI Media Group have been focusing on lately is defining our ideal prospect/customer. We started with a pen and paper and made a list of the top characteristics we look for in an ideal customer. Think of this as searching for a mate--what qualities does this person possess? Since this is something I get asked often at networking events, "Describe your ideal customer," I am grateful to have clear and concise answers to this question next time it is posed.

Once we defined the characteristics of our ideal prospect/customer, the next step was putting together a plan to reach them. It didn't dawn on me at first, but this is very much like courting. You have to make that initial contact and let them know you're interested and what you have to offer. For BPI, we can offer solutions. These solutions range from making a tight deadline on a direct mail campaign to providing an online portal where team members can order template-based collateral. Defining our solutions and how they relate to each individual ideal prospect has helped us get more meetings which we are optimistic will equate to new customers and increased sales.

Do you need help defining your ideal prospect and how to reach them? Let BPI help! We'd love to sit down with you and put these characteristics on paper and help develop a plan to reach them through integrated marketing, assessing your current data, creating a multi-drop mail campaign or creating fresh collateral with which you can contact them. Let's work together to reach our ideal prospects and turn them into long-term customers.

Until next time...Elizabeth

Get Connected

Over the past 2-3 months, I have been doing more networking than I've ever done in my life. I was pretty skeptical of all the events and functions and how they could help me grow sales and help my business. I couldn't have been more wrong!

After I got over my initial case of nerves to stand up and introduce myself and BPI Media Group in front of a room full of strangers (i.e., prospects!!), it has become second nature to share who I am and what BPI can do. These networking events have opened doors for me to have more meetings, more quotes and more opportunities that I would not have had otherwise.

It isn't just the "live and in person" networking that is helping either. It is social media networking. LinkedIn and Twitter have expanded my professional network and helped me have a means to reach out to some of these prospects. Having a good online presence through your website and/or your social media accounts is just an extension of me, so it is critical that our website be clear and concise and my social media accounts be up to date and informative.

Are your company and sales team using networking, both traditional and social media, to make new connections and grow sales? Consider having an open house or hosting an event yourself to generate some buzz and activity. Promotional items and giveaways are great leave behinds and reminders of your company. If you need some guidance in how to get your website social media savvy and set up accounts on social media, drop me a note. I would love to help you with this, so you can get connected and stay ahead of the game. If you need a little proof in numbers on the power of social media, check out today's Sales Playbook post. WOW!

Until next time...Elizabeth