The more you focus on your ideal customer, the more relevant your offer will be to them - which makes the buying decision easier for them and sales process much easier for you. After identifying the best customers for your offer, you need two more things:
- The most valuable way they can use your offer. You might think you already know all the possible applications of your product or service; after all, you created it! But your customers may surprise you, so keep an open mind and let them help identify what use should be the most valued.
- The most compelling reason for them to buy your offer. Human nature is more powerful than any artificially imposed persuasion. So, determine the one thing that motivates your customers so powerfully they’re almost compelled to purchase what you’re selling.