07 Oct 08 Do you know your clearly customers
One of the hats I wear is as a consultant to businesses that are looking to use the Internet to find leads and customers. We recently got a new customer on a lead generation strategy on the Internet. This is a rather large internation company (Can’t even say the industry becasue they may see this post) and as usual I asked my normal questions.
- Who is a lead?
- What is a prospect?
- What is a qualified lead?
- How are leads moved to a buy?
and to my surprise I got this response. “We don’t know”.
I must admit I was floored. How can you find a lead if you don’t know what a lead is. Now mind you this is a large business (+$200 mil in sales) and their marketing department couldn’t define a lead, a qualified lead or an ideal customer. No wonder they are getting creamed in the marketplace.
If you own a business (my passion is small business) then you MUST define your ideal customer or client. Define what they look like (demographics) and what they want (Psychographics) as clearly as possible. Just the definition could help your business tremendously.
Dedicated to your success.
Tags: Business Management, Customer relationship, Lead generation
