The very best customer for your Products and services
Define and Focus
First and foremost, it is about matching a solution to a problem, then refining the definition where things like budget, willingness to buy and enthusiastic advocacy come in.
Why It Matters
Not many companies can say they virtually have no competition. In fact, most companies have lots of competition and they find themselves competing mostly on price–a red ocean effect.
1
Do they have a need that your offerings can solve?
2
Are they willing to spend what you charge?
Satisfaction and Loyalty
Everyone knows that customers who are satisfied with your offerings are more likely to continue to buy from you as well as refer others to you. When this is true, then your cost of customer acquisition went down and your retention rate increases.
3
Are they more than satisfied with your product, the way it is configured now?
4
Are they likely to advocate on your behalf, due to their satisfaction?
Finding Your Ideal Customer
Analyze Current Customers
Examine your historic customers. See who paid the asking price without pushback, and who willingly serves as a reference and exhibited loyalty by being a repeat buyer.
Segment Them
Take these ideal customers and segment them into customer archetypes–descriptive, identifiable examples that give your someone to pursue.
Focus, Relentlessly
All of your product innovation, marketing and sales efforts should be unapologetically focused on attracting these customers.
Are they a good customer?
Look at your current customer base, look at how you spend your time with your customers. If you have customers who take up a lot of time but don’t appreciate your offerings and the price you charge, then you have to ask yourself are they a good customer.