Who are my potential clients?

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Beyond the commercial strategies that we can implement to increase sales, one of the key aspects in the performance of a business is knowing how to reach those who are -truly- our target audience, that is, our potential clients. To do this, we have to be able to clearly define who our potential clients are, otherwise we will be wasting time and resources.

Especially in the B2B market, knowing who a company's potential customers are is the basis of any strategy, whether sales or marketing. This is especially true considering that 72% of buyers in the sector expect these types of companies to personalize their communication .

Now, what do potential customers mean? With this concept we refer to a company that, according to certain previously established criteria, can become a buyer or client of our company.

Having specified what potential customers mean, it is worth knowing rcs data pakistan of the main criteria for identifying who constitutes our target audience.

How to identify our potential clients?
To know who a company's potential customers are, we must follow these steps:

1. Define the buyer persona
When we talk about buyer personas, we refer to a conceptual outline of our business's ideal client (it can be one or several). To do this, we must consider aspects such as:

Our line of business . A company that sells ERP software does not target the same type of customer as a company focused on industrial kitchen equipment. Both are B2B companies, but they target very different audiences.
Demographic data . We must specify age, sex, location and other similar data.
Positions . Do we want to reach any executive or decision makers?
Needs . Here we must specify how our product/service meets certain needs or requirements of our ideal client. (ref. value proposition)
2. Analyze the market
Once we have defined the ideal client profile, it is necessary to analyse the market and identify those companies that really constitute a true potential client for our business.

Market analysis will allow us to generate a database with all our prospects, understanding that these are companies that fit the buyer persona and that, in some way, our product/service may interest them or be a real solution to their problems.

3. Segment correctly
This is probably the most complex part when defining who a company's potential clients are.

At this point, it is necessary to segment our universe of potential clients according to the degree of proximity to our buyer persona, needs, income level (in this case, sales) or specific criteria that each business defines. This will allow us to approach each prospect in the right way, increasing results by 50% and decreasing costs by 25% .