Dr. Wayne PernellCEO and Founder, DynamicLeader, Inc. · Leadership Advisory and Development - vision and strategy

Precision in Sales: Crafting the Ideal Customer Profile #shorts #SalesStrategy #TargetedMarketing

Name: Precision in Sales: Crafting the Ideal Customer Profile #shorts #SalesStrategy #TargetedMarketing
Uploaded: 2024-01-04T02:00:19+00:00
Duration: 49 s
Channel: Dr. Wayne Pernell
Description: Dr. Wayne Pernell breaks down how to build an Ideal Customer Profile in three layers: firmographics, demographics, and psychographics. He uses rehab…

4 Jan 2024 · 1 min

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Dr. Wayne Pernell breaks down how to build an Ideal Customer Profile in three layers: firmographics, demographics, and psychographics. He uses rehab facilities as an example, showing how to filter for ones with strong service offerings, less than full occupancy, and low customer acquisition cost per admission. The goal is a tightly scoped, data-driven profile instead of chasing a broad market.

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For us, for me, when I say to my sales team, it's like, okay, who's our icp? Who's ideal customer profile? Let's narrow that down to the T, like, like really make it precise and scope out a document where it's like it's firmographics. It's then the demographics, you know, who's the people within that organization you want to speak with. And that's what's the psychographics, like, what moves them. So for instance, I say, okay, we need to narrow it down further. So ideal customer profile in, that fits in our, in our total addressable market. That's not just all of these 15,000 rehabs that exist. It's maybe the 2,3000 where they have a strong offering. They're not at 100% occupancy rate. Maybe the cost to acquiring a customer, the cost per admission is too high for it to sustainably scale so that they can hit occupancy.

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