Do You Know Your Customer’s Customers?
What do you know about the kinds of prospects your best customers are trying to attract? You know who your best customers are. You speak to a few of them everyday.
You may have even created a customer persona to define the general interests, habits, and demographic profile of the people who are likely to want the product or service you company provides.
When you’re prospecting for customers you know the basic details of the business category, number of employees, number of locations, revenue earnings, and other items that would make a company and ideal customer for your business.
You worked hard to identify and win those prospects as loyal customers
Now that they are a customer, it’s your job to help their business become even more successful. One way businesses increase their success is by earning new business. So in addition to flawlessly delivering whatever product or service you sold to your customer — you’re really just scratching the surface of the service you can provide until you find a way to refer some new customers their way.
What do you know about the customers of your customers?
The best way to refer qualified new customers is to know as much as you can about their ideal customer profile. If they don’t have one, perhaps you could help them create a Customer Personal Guide of their own.
Learn about the best kinds of prospects your best customers want to win over, and then go about identifying those ideal candidates and get them in the same room together.
Some methods of achieving a successful introduction are…
- Schedule a three-way lunch or coffee meetup. If your customer and the prospect you found for them.
- Invite your customer and the prospect you identified to a networking event at a BBB or Chamber meeting.
- Reserve a table at an upcoming charity fundraiser and invite your customers and their prospects to attend.
- Buy a block of tickets at a sales summit or personal development seminar and invite your customer and their prospect.
Think of yourself as a customer dating service.
Fix up your best customers with their ideal business prospects and see if you can help a new relationship blossom.
