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Often, though, companies make the mistake of focusing on lead generation at all costs, when actually, it can be far more efficient from a marketing and sales perspective to pursue only the most suitable clients.
To do this, you need to know how to create a client profile template, which is what we will talk about in this article. But first, let’s discuss what exactly an ideal client profile is, and how it can help your business or agency to target potential clients more effectively.
A client profile is essentially a detailed description of your ideal customer and includes information on a number of things, such as size, industry, B2B purchasing habits, and more. It can help you to better understand which types of potential clients you should be paying attention to, and to specify how exactly your brand can help those clients.
With a client profile, you can:
decisions should be based on information rather than assumptions. In your head, you may have an idea of the kinds of clients you’d love to target, but if there’s no hard evidence to support the reasoning behind your goals, then you’re unlikely to get the desired results.
This is why your first step should be to collect and utilize the data you have available about your existing clients.
Data alone cannot give you the full picture, though, so to fill in the gaps you should also interview these shortlisted clients. This is an important step, as it gives you a direct opportunity to glean first-hand what it is that your clients want from you.
The most effective way to conduct this process is to adopt a time-effective approach known as the Jobs-to-be-Done (JTBD) framework. This allows you to define, categorize, capture, and organize what your customers are telling you and allows you to fully understand their needs.
Professional profile. it’s important that you understand as much as possible about them, including their role in the company, the skills they need for their job, the tools they regularly use, and much more.
How They Consume Content. You can consider to ask what kinds of sites and they visit to learn new information for their job, professional groups they belong to, conferences attended, social network they use, and influencers they follow.
Company Background. You need to discuss the company itself such as their values, vision and motto, industry, location, revenue level, marketing budget, and numbers of outsource for vendors and influencers, and inside marketers.
Main Challenges. This will give you a lot of insight into the problems your ideal clients face. This is an important part of your client profile, as potential clients respond far more positively to those that understand their pain and offer solutions.
Once you’ve completed your research and generated answers for the questions above, the final step is to pull everything together into a central, easy-to-read document. Therefore, it will give you a total insights of your new client.
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