1. Know the client very well
It is not easy and this is where many companies show their shortcomings. Perhaps too much time is spent trying to capture a Buyer persona or customer archetype that was poorly defined from the start.
Knowing the customer involves ongoing work across the entire malaysian numbers company, in which all areas work in a coordinated manner and provide information about customer knowledge. It is essential that this information is reviewed and analyzed periodically and that it is documented.
How to define target customers?
A good way to define target customers is by using the ICP (Ideal Customer Profile). This tool allows you to obtain a description of the customer who could benefit the most from the product or service that a company is offering. In the case of B2B businesses, the ICP is often used since it not only considers the person, but also the company inserted in a particular market or niche.
To achieve this, you must thoroughly research all the areas that make up the business, talk to current customers – both those who are happy and those who are not, and take a laboratory view. In other words, you must be able to validate in reality whether what you learn from the customer is really valuable data for the strategy. The research is put to the test in the reality of the campaigns.
As many ideal customer profiles as there are market segments within the commercial strategy must be created. Companies that have a single product have to ask themselves if that product solves different needs in different markets. And, if the answer is affirmative, they will have to create different ICPs for each of those segments. Now, when the company has a very varied value offer, it has to make more ICPs. This is because for each of the different products it offers, it can find its respective variants in the market. Therefore, it implies an analysis and a comparison of a large number of ideal customers with whom to communicate.