Understand Your Buyer

By Perry Rearick, Chief Editor, Follow Your Buyer

Thought for the Week – Understand Your Buyer! 

Do you really understand your target audience: your prospects and current customers?

Most B2B marketers and salespeople can describe their buyers using demographics and firmographics. The good ones easily describe their target audience’s biggest challenges and how their solutions solve their customer’s problems. However, the best go much further. They understand their target audience!

And what that means is they comprehend the meaning behind their words, actions, thoughts, and even feelings.

The best B2B sellers seek to understand their buyers by probing deeper.

Why has my buyer chosen their current profession?

Is this their life’s work?

Why did they start their own business?

What long term goals do they have for their business, and life, and why?

What motivates them to get up and do what they do each day?

When you gain a deep understanding of your buyers and use that understanding to help them, deep partnerships emerge, and sales come naturally.

I hope you have a great week!