Marketing to Your Customer Types

Many small business owners make the mistake of marketing for all with the same product or a service. By developing specific products for customers at different levels can be found in a position to convert more prospects for first time buyers and repeat over for the first time buyer to buyer.

Here's a brief look at the different customer types and suggestions on the best way to market to them

Suspects
Suspects are people you might think in one or more of the interest to beYour product / service offerings. A suspect has not established any contact with your company. You're goal is to raise these types of suspicious people on their hands and give us the permission to market to them.

There is really only one goal for the marketing, suspects - they walk into the Future. The best way to do this is to give them free information that helps them, a business problem to solve. If they accept the offer of free information, you have just changed ita suspicion of a perspective. By actively requesting this information, they tell you that they are in what you offer that are interested.

Regardless of whether you have a product or service, you need to start brainstorming ways you can offer free information to your suspects. In addition, you also need an easy way to find your suspect to answer. If you suspect jump through hoops in order to be able to request your free report, many simply ignoreThem.

Prospects
A prospect has a way of communicating with your company. Perhaps they are signing up for your newsletter or your company as a question. At this point, they have some kind of investigation but not carried out a purchase. Their goal is to your prospect types of customers for a first purchase.

Once a suspect is a prospect that you have the confidence to market your products and services in earnest. The key hereestablishing a special introductory offer low enough that a price that has the prospect feels they have nothing to lose by trying. This offer can only be given for the Future and not regular customers, because it must represent a significant savings off the normal product / service price. The point here is to provide something of value at a price almost too good to pass up is.

It is important that your potential customers understand that this is a special / time introductory price sothat your product or service test with little investment being.

First-Time Customer
Its ultimate goal for the first time customers is that they are buying something a second time. With these customer types, the barrier is much lower now that it has made its initial purchase commitment, but that does not mean not to do it. Ask any company in the proportion of customers who buy only once and never a second purchase. I guaranteethis percentage is quite high.

You need to find additional ways to provide higher end value for the first time her customer types so that they do with you in your business. You must find a way to create special package or service offers to them needs. This could involve the extraordinary general assembly offers, products and services of strategic partners, to exquisite premium services are not offered to other people.

Repeat Customer
Once a customer to jumpkeep in multi-area buyers, the goal is not just for their companies, but they are moving to more expensive products and services. Regular customers are your most valuable.

Once someone has made several purchases from you, your job is to lure them with high profitability products and services. That means you need to create a portfolio of product and service offerings that will address these multi-buyer customer types. Here are some suggestions.

1. Add accessories to create aProduct. Check to see if it is possible by adding additional product add-ons or related items. This is a good way to continue adding value after the first sale.

2. Attach a special service. Many companies find they can make large profits by placing a service to find the product either with the first sale or later. This could take the form of special in-house training, maintenance contracts, or consulting services.

3. Packages bundled. Check whether there is a way for you toBundling of products, accessories and services in a fixed price package. These larger packages can be extremely profitable and you will satisfy them to your marketing multi-buyers. If you come with a package that you are to give him a big name and market the name on your website and sales materials.

In summary, you need to create low-entry products and services for your suspects and prospects and higher value offerings for your customers. Discounts to repeat customers is not thebest

As a final word, let me say that if you find ways to create additional value for your multi-buyers, you could sell by offering them large purchases at high margins. They have built up trust with your regular customers so there is no reason to offer steep discounts. Do you sell your valuable products and services on the full price!