Exportia Template : Ideal Customer Profile
In our workshops we often talk about our seven pillar methodology and one of the major pillar that we look after and spend a lot of time in defining with our customers before we take them to the European market is their ideal customer profile. This is because we like to have a very clear idea on their ideal customer profile.
Having an ideal customer profile will help us to make you succeed in Europe, because what will happen is European customers will ask you:
- Who are your best your customers in your domestic market?
- Do you have some references?
What we are looking for are your best customers.The one that loves your product, the one that bites at the right price and the one which you really solve a meaningful problem.
Typically, you know large teams of 500 employees other small small business, so you can define it in terms of revenue or employees, we look at the industry and also the sub segment.
You can be in the metal industry, but then you can be in the automotive sector, more specifically, doing a specific product.
We also like to know, specifically what activity, what do they produce, what do they actually do is very interesting, as well as a sales team knowing which contact department, do we target in this in this company, when we are going to hunt you customers for you, we want to know which department we’re going to look at and target. And then decision makers, who are the decision makers in the process in the companies.
Who among your current costumers are the ones that love dealing with a lot of the products? Who are they? Who are involved in the decision making process? Is there a technical expert? Is there a marketing and product manager?
Was there a logistics manager who was involved? and how big is their role in the decision process so for us as a sales team? what we want to know is if in this target company i’m going to hunt for , I need to first talk to the logistics manager because they have the big weight in in this decision. They are strongly be driving the decision and then as a second maybe they will prove it based on that, so this is another thing we we look at.
Wee need to know: Who they are, the job titles and responsibility, you need to be mindful that the job titles, maybe slightly different to the ones you know, in your domestic market, they may be different in Europe so give us if you job titles.
A workshop manager production manager and a plant manager can be quite different.They like to know if you typically do well with the regional business, well established, very localized company ,multinational business, ideally for European companies global companies.
The value proposition is actually very important one, we like to understand what is the problem for this costumer and how you can solve it.
Once we have that, we are in a better position to take your ideal customer profile and look for it in Europe! That’s the tip of the day, I hope you enjoy these templates!
Christelle Damiens is the Managing Director of Exportia, which provides an outsourced European Sales & Marketing team to Australian B2B manufacturing and technology companies. She is also an award winning author and a business speaker. Her second book “The four steps to generate your first million euros in sales’ won the Australian Business Book Award 2020 in the Communications and Sales category and was a finalist in the Entrepreneurship & Small Business Category, as well as an Amazon best seller. www.exportia.com.au
To learn more, visit : christelledamiens.com