Now we need to make sure that you are selling to the right type of customer. In order to do that, we're going to take a look at the profile of your average customer. Fill in the blanks on your StackDeck customer profile PDF. Answer as many of the prompts as you can but don't spend too much time on it. If you're not sure what the answer is, you can come back later and spend more time working through it once we're sure that you're targeting the right customer. You will want to fill out a separate customer profile for each major and each customer segment you serve.
If, for instance, you serve commercial clients and residential clients, then those customer segments need their own customer profiles. Similarly, if one of your products tends to attract older customers and another attracts younger customers, then start by filling out a separate customer profile for each.
Background and demographics
Decision-making Process
How does your customer decide on
their purchases?
Product Alignment
What product(s) and/or service(s)
does your customer see value in?
Wants, goals, and desires
Provide an overview of this customer's goals in life or at
work – specifically how they pertain to your business.
Behaviors and tendencies
Outline a few of the customer's daily habits and activities –
specifically those that may pertain to your business.
How do you feel? Do your customer profiles make sense? How do they line up with your sales history? If they don't perfectly line up, then that's ok, you may have been targeting the wrong customers. Just make a note of anything you are not sure about, and you can circle back to it later after you go through the value mapping process. If the customer type doesn't make any sense, then take some time to create a few different versions until you feel confident you are capturing an accurate profile of your target client.
Now we need to make sure that you are selling to the right type of customer. In order to do that, we're going to take a look at the profile of your average customer. Fill in the blanks on your StackDeck customer profile PDF. Answer as many of the prompts as you can but don't spend too much time on it. If you're not sure what the answer is, you can come back later and spend more time working through it once we're sure that you're targeting the right customer. You will want to fill out a separate customer profile for each major and each customer segment you serve.
If, for instance, you serve commercial clients and residential clients, then those customer segments need their own customer profiles. Similarly, if one of your products tends to attract older customers and another attracts younger customers, then start by filling out a separate customer profile for each.
Background and demographics
Decision-making Process
How does your customer decide on
their purchases?
Product Alignment
What product(s) and/or service(s)
does your customer see value in?
Wants, goals, and desires
Provide an overview of this customer's goals in life or at
work – specifically how they pertain to your business.
Behaviors and tendencies
Outline a few of the customer's daily habits and activities –
specifically those that may pertain to your business.
How do you feel? Do your customer profiles make sense? How do they line up with your sales history? If they don't perfectly line up, then that's ok, you may have been targeting the wrong customers. Just make a note of anything you are not sure about, and you can circle back to it later after you go through the value mapping process. If the customer type doesn't make any sense, then take some time to create a few different versions until you feel confident you are capturing an accurate profile of your target client.