Understand which credit to attract
Once a profile of potential customers has been drawn up and their needs and wants identified, it is then possible to:
ensure that their needs are met and that the value proposition is compelling enough to sustain their interest;
decide how best to appeal to this audience, considering everything from tone of voice to frequency of contact;
decide how to engage the target market – when to ask for input, whether to offer discounts and generally how to ensure that the product offer is sufficiently attractive;
decide how to capture details of enquirers so that they can be contacted later.
This list is by no means exhaustive. The trick is to start focusing on the target customers and ways of attracting them. It is also worth considering two other things. First, it is important to understand not only which customers to attract, but also which ones you definitely do not want to lose. Second, remember that the customer who makes the purchase may not be the person who decides to make the purchase or the end user, as is often the case with purchases by businesses.
Comments are currently closed.