Episode 12: Prospect Segments

Episode 12: Prospect Segments

In episode 12, we talk about prospect segmentation and how to create a customer profile.

Ready to take action? Fill in the blanks on this free customer profile guide:
[yellowbox]Bonus: Download your worksheet to build your own client profile from scratch.[/yellowbox]

Why segment prospects? In order to best provide value to your prospective customers, you must account for their specific needs and where they are in the sales cycle. We call this Migration – where does the prospect stand in the sales cycle. This is important to consider as it will allow you to tailor your message and offerings to create the most value for your prospects. Providing only information that meets the needs.  

Creating a ‘Customer Profile’: Ready to take action? Fill in the blanks on this free customer profile guide:

[yellowbox]Bonus: Download your worksheet to build your own client profile from scratch.[/yellowbox]

You’ll want to segment your prospects by their behavior (color). What are the migration signals that indicate a prospect is moving along the sales cycle? When do they want to take the next step?

– An email system is different from a CRM (you should use both)! Email is more about marketing automation where a CRM like InfusionSoft can help you track prospects.

Segment your prospects into these colors:

Loiterer – Red – In or out – who and do what? – They might have a preference for what you are selling, but not much else yet. Get clear on your marketing message and offerings.

Looker – Orange – wants something and has a preference, but is not sure what they need. Engage with them in a way to display the vision of what it looks like to own that product – testimonials, videos, Building the need – no facts and figures yet.

Shopper – Yellow – interacting with the product, checking the facts and figures. Ask them questions to clarify.

Buyers – Green – ready to make a purchase. Make sure they can find the cash register! Ask yourself: How am I facilitating the sale? Is my call to action clear?

– Generally speaking the higher the price, the longer the sales cycle.

– Want to learn how to automate this process? Join us later this week for our free webinar – How to Create a Marketing Machine that Generates Leads, Grows Relationships, and Closes Sales – All While You Sleep

 

The bottom line?

Don’t de-migrate your audience by sending the wrong message.

When someone raises their hand to become yellow don’t give them content for a red.

Fill out our short and simple free guide to find your customer profiles:

[yellowbox]Bonus: Download your worksheet to build your own client profile from scratch.[/yellowbox]

 

Thank you again for being a listener! Have any questions, comments, feedback? Drop us a line in the comment section below or tweet me @frankbria or @heydavidr. Ask a great question and we will ask it on the show!

If you learned something from the show or you just like my voice, be sure to share the love on iTunes! Subscribe, rate, review, and have yourself a wonderful day!

 

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