Related reading: Understanding your customers is key to attracting them and building profitable relationships.
Customer profiles can help you in a number of ways. Login to save this checklist to your profile for future use. (To register to join and enjoy the benefits of membership click on the link at the top right of the page. It will only take a few minutes to create your profile).
If you understand your existing customers, you can target other people or businesses that have similar characteristics.
By understanding why customers buy from you, you can identify more opportunities to sell to them. It’s much less expensive to sell to existing customers than to find new ones.
You can accurately identify your most profitable customers (who may not necessarily be your largest customers) and make efforts to do more business with them.
You may be able to divide your customers into different segments and then sell and market to them in different ways.
Profiling can help you identify other products or services to offer customers. For example, a business that’s bought a course on time management from a training provider might well be in the market for a time management app that the provider has developed.
Having identified profitable types of customers, you can ask them if they can recommend your business to their other contacts. Word of mouth recommendations cost nothing and can be very persuasive.
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