“If you don’t know who your customer is, you don’t know what quality is” - Eric Reis

Ten things you should know about your prospects

-Who they are

-What they do

-Why they buy

-When they buy

-How they buy

-How much money they have (nuanced)

-What makes them feel good about buying

-What they expect of you

-What they think of you

-What they think about your competitors or alternatives

I’d argue if you knew these you’d be unstoppable but most don’t take them time to do so. Here’s an example of an archetype matrix you can create once you know the above;

This profile can allow you a rubric to sell against. In other words, where to focus your entire organizations efforts but assuming you are doing person-to-person sales, how to sell!