Identifying the customer; How to Identify your Ideal customer.

When identifying the customer we need to firstly identify the real benefits to the customer. A classic case is no-one buys a drill because they want a drill, we buy drills because we want

a hole. A feature might be a powerful hammer drill, the benefit to the the customer is being able to make holes in

hard material.

Identify what benefits our customers get from our product to service. Now we might have an idea as the

benefits that our customer will get. When prospects join my team they get support from an experienced Networker,

feature. Benefit they can build a residual income faster and easier, benefit..

The best way is to ask your prospects and team members of the real and perceived benefits. Using the suggestions in the previous post ‘Questions are the Answers’ is a great way. As they are open ended questions, and open ended questions

are best for understanding the prospect's situation

Needs Analysis: By identifying the benefits for your product/service we can then do a needs analysis. What are

the prospect's needs. Do the benefits that our product/service fit he needs of the prospect. Often they

won’t, and if there is a no fit, they have disqualified themselves as a prospect, next, if the prospect has a need for

the benefits, we can then proceed to the next step.

Identify the pain which your prospects are experiencing, and the implications of this pain. Most of us try and hide our pain, by getting your prospect to tell you and themselves of their pain, they will they understand their pain at a deeper

level, which will make a strong impact.

Establish the Gap: Having established the prospect's pain of their current situation they now know they need to

change. By then asking them ‘What if nothing changed? What would that mean’ Them come to realise that if they

don’t change/do something different they’re pain will continue. They now see there is a gap between where they are and where they wish to be. The gap is then established.

Establish the Desired Outcome: Ask them to imagine what life would be like if they had a strong residual/passive

income and could do what they liked and when. My example. Encourage them, this is stacking value, in their own words.

And they believe their own words.

Close: Make it very simple and straightforward. ‘Sounds like/ Looks like / Feels like, whichever is their personality,

auditory, visual, feeling’ we better get going.

Objections: Love objections, objections say hat he prospects wants to go ahead, but needs to

have a question answered.

Live in the moment It’s a present

Love Greatly and unconditionally

Laugh at Life’s challenges funny things and ourselves

Bruce

PS. Next time we will be looking at our target market, sign up for the RSS feed to ensure you

don't miss.

PPS. Rember to share these great tips