In today’s business world, success depends on more than just having a great product or service. To truly succeed, you need to identify your ideal customer, understand their purchasing habits, and navigate any potential obstacles, such as “red tape.”
In our previous blog post, we discussed how to adopt a big-company mindset for success. Now, let’s delve into the specifics of identifying and approaching your ideal customer, or “fish.”
To successfully target your ideal customer, you need to focus on four key areas:
Responsibilities: Determine who holds influence over purchasing, who handles actual buying, and who has the power to kill a deal.
Get on their list: Find out how to get your name at the top of their list of preferred vendors, and understand any procurement programs and application processes.
Lingo: Learn the company’s unique language and communication style, including buzzwords and employee nicknames.
Fiscal Budgets: Understand their fiscal budget and timing to make the most of your opportunities.
While navigating the purchasing process, you may encounter “red tape” in the form of bureaucracy or complex procedures. Instead of seeing this as a negative, use it to your advantage by analyzing their activity and reviewing their correspondence. This can help you better understand their processes and improve your chances of success.
Additionally, as an outsider, you may be able to provide value by offering to assist with tasks like crunching numbers or providing user-friendly information. This can help you stand out as a helpful and valuable partner.
By following these tips, you can effectively untangle the “red tape” and approach your ideal customer with confidence. Don’t hesitate to reach out if you need assistance with navigating the process.