The purpose of today’s blog is to expound upon why it’s so important for your business to clearly identify your target customer, and how it will enable you to build the business you’ve always dreamed of having.
Your target customer is the customer who shares your passion for your product or service. These are customers who want what you offer… instead of just need what you offer. They don’t just use your product or service, they love it. They don’t just purchase what you sell; they actually feel they couldn’t live without it.
Your target customer will result in fewer returns and complaints. They’re thrilled with you and your business. They buy from you today, and they’ll keep buying from you tomorrow. They’ll demand you create additional products and services for them to buy… since they trust you and know you have their best interests at heart. They’ll tell their friends and family all about you and encourage them to do business with you.
Perhaps best of all, they’ll spend more money with you over their lifetime than your average customer will. Your target customers will provide your business with tons of referrals… and they’ll offer you unsolicited testimonials. They’ll post their praise about you and your business on social networking sites… which garners you free publicity.
When you identify your target customer, you find yourself loving what you do. The end result is you begin to work less and start earning more—a lot more. This exponentially impacts your business long term. It positively impacts all future products or services you develop. It impacts the customer service that your clients receive. Plus, it impacts all of your marketing and sales efforts, especially when you begin to develop your marketing materials and sales scripts.
In closing, knowing and understanding exactly who your target market and target customer are plays a vital role in building a successful business.
For even more proven small business marketing and sale tips and insights, be sure to also connect and stay in touch with us onLinkedInand Twitter.
Every business needs what is known as a “USP.” That stands for Unique Selling Proposition and it represents the single biggest benefit your business offers that your competition doesn’t. If you don’t have a USP, or you don’t articulate the one you do have, then you’re lucky if you get any business at all.
In fact, most businesses don’t communicate ANY benefits that differentiate themselves from their competitors. This is a HUGE mistake when they attempt any sort of marketing! When they’re trying to attract new customers, by not stating their distinctive advantage, they’re indirectly saying, “Give me your business instead of to my competitors, even though I have nothing special to offer you.” Why would businesses do that? If you cannot give your prospects a better reason to buy from you, they’re likely not going to transfer their business over to you.
Once you create your USP, it becomes the centerpiece for all of your marketing initiatives. It helps you stay passionate and focused on the objectives of your business, and, in the process, separates you from all others in your industry. When you can identify your target customers, understand how they think before they think it, create a compelling message that resonates with them on an emotional level, and compels them to take a specific action, you will be able to instantly increase the number of leads you attract to your business. And not just any leads, but highly qualified leads ready to buy what you sell.
You will attract these targeted prospects in droves, and begin to make more money than ever before. And maybe best of all, you’ll work fewer hours in the process. This is how you work smarter, not harder! Now, I bet the lightbulbs are really going off and I have your complete, undivided attention, right?
The great thing about creating compelling messages is they come with a host of benefits for your business. It communicates to your target customer exactly what you do, and how you do it, in a highly enticing and more relatable way. Your message now emphasizes the benefits of your product or service instead of its features. Plus, your message now resonates with your prospects on an emotional level. And you immediately begin to attract highly qualified leads that convert easily into new customers who remain loyal to you FOREVER.
So what are you and your business known for? What makes your business and your products/services unique? Please share in the comments.
Lastly, and as always, please CONTACT US if you would like to have an exploratory chat on how we can help you devise or refine your USP and transform and turnaround your underperforming and copy-cat marketing messaging.
“Forget about the crowds, the size of the school, their fancy uniforms, and remember what got you here. Focus on the fundamentals that we’ve gone over time and time again.” – “Hoosiers” Coach Norman Dale played by Gene Hackman.
In the small business arena, there are three fundamentals every business MUST have in place to not only survive but also THRIVE.
First, your business must stand out from the crowd, and it must be “unique.” You MUST establish an all-important market-dominating position.
Second, your business must offer extraordinary and exceptional value. Your prospects, no matter who they are or what they’re buying, always want the best deal. However, that doesn’t mean the lowest price. Again, that doesn’t mean the lowest price. Rather, it means the most value for the price they pay. That is, they will gladly pay a higher price, as long as the perceived value is greater than the price. The keywords here, of course, are “perceived value.”
The third and final fundamental may be the most important of the three. You must have a compelling message that confidently communicates the first two fundamentals. You must be able to explain to someone quickly and succinctly what it is you do, and how your product or service will benefit them.
With these three fundamentals firmly in place, you instantly separate your business from your competition and immediately position yourself as the dominant player in your market. Your prospects will literally be thinking to themselves that they would be absolute fools if they bought your product or service from anyone else but you. These three fundamentals are absolutely crucial when you need to generate more leads, attract more clients, and make more money.
Is your business fundamentally sound and predicated upon these core business-building principles?
If not, and you’re serious about recovering, regrowing, and revitalizing your small business, please CONTACT US to schedule an initial strategy consultation.
It’s your time! Focus on the fundamentals and reach new heights TODAY!
As small to mid-sized businesses look to grow market share or enter new markets, they often hire new staff. Many times, though, the addition of more personnel does not always lead to more work getting done overall, less workload for others, enhanced client service, or better territory coverage. The reason for these unanticipated, unintended, and unfortunate consequences is that firms’ technology infrastructure, or lack thereof, impedes employee productivity and progress as the organization grows.
In particular, companies without a leading-edge CRM system in place experience significant challenges when onboarding new employees. After all, learning a new role and a new organizational hierarchy and culture can be hard enough in itself. Complicating matters, a new hire without CRM is going to struggle to get up to speed quickly, regardless if she was brought on due to a new role or division being created, a firm experiencing enormous growth, or a department undergoing high turnover.
Below, I have summarized some of the negatives a new hire will face without CRM and contrasted them with some of the pluses she will have if a robust, intuitive CRM platform is available.
As the new employee comes onboard without CRM, he probably will not be the only one struggling to locate data on clients, prospects, sales opportunities, and service cases due to the abundance of legacy, disparate systems and delayed or non-existent information flow between various departments and channels. Lack of visibility into all client and stakeholder relationships results in too much administrative work done in a vacuum and excessive duplication. Client trust diminishes, especially if ongoing staff turnover compounds these operational bottlenecks and inefficiencies.
On the other hand, CRM streamlines and automates common sales, marketing, and service processes and gives employees, particularly new hires, the information that they need to succeed. New employees can find key background info on customers and partners and come across as if they have been with the firm managing their sales territory for over a decade. The resulting productivity and performance gains from CRM thereby quickly justify the hiring of the new staff.
Are your sales units and new hires still struggling to get by without a solid CRM system and strategy?
Are you still not sure if you need a CRM or how it can help your firm operate more efficiently, serve your clients more effectively, and scale faster?
Are you overwhelmed by the plethora of options in the CRM software marketplace?
Have you recently experienced a choppy software implementation with your IT consulting partner or feel you overpaid for the junior, overhyped resources who worked on your project?
Do you wish you could deliver results faster to your customers and employees/CRM users?
Do you desire to transform your digital customer experience, but lack the in-house expertise and just not sure where to start?
As a leading boutique CRM and Customer Experience Strategy Consulting firm, RevSherpas can help point you in the right direction and grow your business!
CONTACT US to explore a potential partnership and to schedule a complimentary discovery and strategy consultation session.
What if I told you that consumers will tell 16 people about subpar service encounters?… Conversely, they will inform only nine others about positive, memorable customer service experiences.
Did you know that consumers value quality customer service so much that they will pay more to receive it?… In fact, 70% indicated they would spend 13% more on average with businesses that deliver stellar service. As you can see, higher customer satisfaction levels lead to more spending!
Are you aware that 78% have canceled a transaction or taken their business elsewhere upon encountering negative, frustrating customer service?… If it wasn’t obvious already, consumers will indeed rebel with their wallets and then proceed to influence and persuade many others to avoid those lackluster establishments as well.
These findings and more originated from the American Express® Global Customer Service Barometer reports on consumer sentiment concerning the state of customer service in America… Pretty interesting survey findings, right?
It’s clear that customer experience can profoundly impact client acquisition, engagement, and retention. Although this research study is typically targeted towards individuals, it is safe to say that the same attitudes and preferences on customer service hold true in the B2B world as well.
Companies that differentiate themselves from the competition by providing superior customer service will earn repeat business from clients and begin to receive more referrals. On the other hand, customers that do not consistently deliver positive and meaningful customer experiences will suffer instant client churn and defections and lose drastic revenue.
Based on our ten plus years of experience in working on high-priority, high-profile customer experience management strategic initiatives for rapidly growing small businesses and global financial institutions, our client results match up with the findings of American Express. By continually measuring, monitoring, and improving the customer experience, firms can be more in tune with evolving service preferences and provide better service to their high-value clients and outperform their competition.
If you are looking to considerably improve your customer retention rates, response times to customer inquiries, customer lifetime values (LTV), and customer satisfaction rates year in and year out, RevSherpas can help.
The RevSherpas Customer Experience Strategy Consulting Services Suite:
CRM RFP Vendor Selection, ROI, and Business Case Formulation
Digital Customer Experience (CX) Transformation Strategic Roadmaps
Sales and Marketing Current State Audits
Customer Journey Mapping and Future State Process Improvement
Market Dominating Brand Positioning and Lead Generation Maximization
Account Segmentation and Pricing Optimization
Client Retention/Reactivation Strategies
Voice-of-the-Customer (VoC) Feedback Surveys and Analysis
Memorable “Wow” Customer Experience Design
Employee Engagement Assessments and Organizational Change Management
Due to our extensive CRM and revenue growth acceleration consulting background, we’ve developed a solid understanding of the complex challenges facing inundated business owners in today’s extremely volatile economy and highly competitive landscape. We’ve seen firsthand how the prevalent use of flawed, ineffective marketing tactics, cumbersome sales pipeline opportunity tracking tools, and the overreliance on decentralized client data stifles the operational efficiency, decision-making velocity, and growth of many businesses across a multitude of industries.
Luckily for small to mid-sized businesses, the recent onslaught of technological innovations and improvements in mobile, cloud computing, P2P payment systems, artificial intelligence, and robotics has made streamlining and automating core marketing, sales, customer engagement, and service activities easier and more affordable than ever before!
In fact, many sophisticated prospecting, lead tracking, sales pipeline management, and marketing autoresponder solutions that were previously only available at the larger enterprise level for Fortune 500 corporations and leading global brands are now accessible to everyone, including both established and aspiring, hungry business owners, such as yourself.
Let us show you how to set up systems in as little as sixty days that increase your client retention, repeat purchases, renewals, referrals, and revenue without having to spend a dime on marketing or hiring a team of 20 high-priced management consultants!
Please call (800)569-1374 or email Sales@RevSherpas.com if you would like to further vet, evaluate, and candidly discuss how we can quickly elevate your service levels to stand out from their competition.
We are committed to empower and enable local, mission-driven businesses to exponentially outperform in any economy and avoid brand extinction.
Has the recent prolonged uncertainty from economic volatility stalled or veered your business off course?
In today’s turbulent conditions, elevating to the top and reaching your target destination can definitely be nerve-wracking and exhausting. Trying to navigate such treacherous terrain by yourself is no longer a winning formula.
So there has to be a better way, right?
That’s where RevSherpas comes in!
As your Trusted Advisor or Sherpa, we promise to:
Steer you in the right direction.
Lead you up faster, smoother, and less bumpy paths.
Better insulate you from unexpected disruptions.
Help you quickly adapt and course-correct as needed.
Our seasoned revenue growth acceleration coaches and customer experience strategy consultants will guide and support you to achieve your goals swiftly and safely en route to taking your business to new heights!
RevSherpas. Client Focused. Elevated Results.
Schedule your initial strategy consultation to get your business off shaky ground here.
P.S. If your business is struggling and you would like assistance in securing additional funding, training, and support to get back on track, ask us about our new Small Business Grant Program to see if you qualify.
Are you a small business owner spending countless hours attempting to generate leads, attract new clients, and increase your revenues and profits, but seeing very little in the way of results?
Unfortunately, you’re not alone, particularly with today’s economic turmoil.
What if I told you that DOUBLING YOUR REVENUES and CREATING STEADY, PREDICTABLE CASH FLOW was more achievable than you thought and that it could be done quickly, inexpensively, and with less effort, even in a down market?
Would you be interested?
Absolutely, but how is that even possible, right?
As a boutique customer experience strategy consulting and business elevation coaching agency, RevSherpas equips small to mid-sized businesses to not only SURVIVE turbulent economic conditions but also THRIVE going forward.
Sounds awesome, right?
Let’s explore how…
Your Problems and Pain Points
As we partner with you to IGNITE YOUR TURNAROUND, here are some common examples of client problems we solve for:
In terms of your Lead Generation and Marketing…
Are you discouraged by your sporadic or non-existent lead flow and the increasingly low quality and infrequent referrals you receive?
Are you fed up with the weak ROI produced by your paid advertising campaigns?
Are you overwhelmed and confused by which social media “shiny object” advertising tactic of the day actually delivers results?
Are you disappointed with the number of leads coming from your company’s website?
Do any of these pain points hit home?
We thought so…Don’t worry, you’re definitely not alone!
In the case of your Sales Process and Results…
Are you dissatisfied with your sales closing ratios?
Are you concerned with your lack of repeat business?
Are you sick and tired that you frequently have to discount to win business?
Are you unsettled and vulnerable to wild month-to-month revenue swings?
Are you embarrassed to admit that stale, inconsistent, and inaccurate sales forecast data kept in separate spreadsheets repeatedly flaws or delays leadership’s decision-making?
Which of these problems are holding you back?
In the area of Client Service…
Are you overly stressed about a recent rise in client defections?
Are you alarmed because your competitors have higher levels of employee engagement, better understand the needs of your clients, and have more loyal customers and raving fans than you do?
Are you inundated with the amount of inquiries from clients, suppliers, partners, investors, and colleagues?
Are you baffled as to how long it takes to search for and locate prospect or client data points, documentation, and past interaction and purchase history?
Are you handcuffed and burdened by manual, inefficient tasks when collaborating with teammates and do you seem to run out of time every day?
Which of these pain points resonate with you the most and how much are they costing your business?
Not to fear, we have reliable remedies to your most pressing business challenges.
If you’re highly motivated and committed to overcome and address your biggest obstacles, we can help, regardless if you are in startup, turnaround, or expansion mode.
Imagine having a personalized step by step game plan to GROW AND SCALE FASTER than ever before while drastically SAVING TIME and LOWERING YOUR STRESS!
Let’s talk NOW about how we can ELEVATE your business or practice to the NEXT LEVEL!
Call (800)569-1374 or send an email to hello@RevSherpas.com to request a free initial business growth strategy consultation.
In today’s unprecedented tumultuous economy, evolving shelter-in-place orders, rigorous social distancing guidelines, and dampening consumer demand continue to wreak havoc on small businesses. As a local business owner, you’re wondering what immediate action steps you can take to better weather the storm and survive the COVID-19 crisis. After all, the companies that are unable to adapt to the new way of doing business, that provide inferior customer service, and that don’t consistently exceed customer expectations will continue to struggle and unfortunately be out of business before they know it.
If you find yourself stuck in the current COVID-19 chaos or frequently seeing very little in the way of results, despite spending countless hours attempting to generate leads, attract new clients, and increase your revenues and profits, RevSherpas can help.
We tackle these challenges head-on and enable small to mid-sized businesses to not only survive turbulent economic conditions but also thrive going forward.
Are You Experiencing These Pain Points?
As we partner with you to ignite your turnaround, here are some common client problems we solve for:
Sporadic or non-existent lead flow
Increasingly low quality and infrequent referrals
Weak ROI produced by your paid advertising campaigns
Subpar sales closing ratios and lack of repeat business
Sudden surge in client defections and wild month-to-month revenue swings
Stale, inconsistent, and inaccurate data that repeatedly flaws or delays leadership’s decision-making
Non-centralized and difficult to find client purchase history, prior interaction logs, and key documentation
Which of these pain points resonate with you the most?
And do you know how much they’re costing your business?
It’s probably more than you’d like to admit, right?
Fear not, we have proven solutions to your problems, regardless if you are in startup, turnaround, or expansion mode. If you’re highly motivated and committed to overcome and address your most pressing business challenges, we can help.
The RevSherpas Solution
Over the course of our partnership, RevSherpas will educate, empower, and enable you to increase staff productivity, which will boost employee engagement and maximize client focus.
Then, we’ll advise and coach you on how to implement more effective marketing campaigns, generate all the leads you can handle, and simplify and standardize your sales process to close more deals.
By delivering a smoother and more satisfying prospect and customer experience with enhanced service levels, you’ll find it easier to distinguish yourself from competitors, deepen client loyalty, and expand wallet share with more cross-sell and upsells to ultimately accelerate revenue growth.
Are you ready to DOUBLE (or even TRIPLE) REVENUES, and CREATE STEADY, PREDICTABLE CASH FLOW…quickly, inexpensively, and with less effort?
Next Steps to Go Next Level
Imagine having a comprehensive, proven blueprint to grow and scale faster and EXPONENTIALLY OUTPERFORM IN ANY ECONOMY!
Isn’t it finally time to get unstuck and make a change in your life and business to reach your full potential and improve business performance while gaining more control of your time and significantly reducing your stress?
Our proven business growth expertise, in-depth customer-focused actionable insights, marketing creativity, sales enablement savvy, and intense drive and dedication to your success can help kickstart your revitalization and quickly pivot to make your dream of further building, systematizing, and expanding your own multi-million dollar business a reality.
Let’s ELEVATE YOUR BUSINESS or PRACTICE to the NEXT LEVEL!
Call (800)569-1374 or send an email to hello@RevSherpas.com to request a free initial consultation and business development strategy session.
Today you’re going to learn how to find a target market of potential customers so you aren’t wasting precious resources on blitz marketing. So, the two questions you have to ask yourself are:
What do people really want to buy from me?
What related products are they already buying?
Once you figure this out you will know who is more predisposed to purchase your products/services. Then, you find other businesses with the same customer base who you can customer share with. Come up with an incentive and great arrangement to encourage both of your customer bases to shop at both of your stores.
The basic concept is this:
You want to find existing businesses who have the customer profile that you are looking for to market your products/services to.
Then strike up a relationship with those business owners to work out an incentive for customers to purchase from both businesses.
As a result, you have an audience to market to and they generate an added value from their current base.
So, how do you figure this out? There is a great formula from Jay Abraham you can follow with great success.
LV = (P x F) x N – MC
Here’s what it all means:
LV is the lifetime value of a customer
P is the average profit margin from each sale
F is the number of times a customer buys each year
N is the number of years customers stay with you
MC is the marketing cost per customer (total costs/number of customers)
Once you know how much you need to spend to attract a new customer, you will know how much of an incentive you can offer to a business to help attract new customers.
So, here’s your step-by-step process:
Find companies who already have the customer base you are looking for.
Negotiate an incentive for them to share that customer base with you.
Focus your marketing resources to this group of predisposed customers.
If you need help working through this process, check out our FREE test drive for the most comprehensive system of small business marketing tools and resources.
Though many businesses focus solely on attracting new customers, you NEED to spend a good chunk of your time retaining current and former customers. After all, these are people you already know to be a good sales potential…they’ve already bought from you!
Take the time to market and sell new products to your old customers and less time trying to sell old products to new customers and you will see a drastic change in your sales, customer quality and branding position.
Here are a couple of key elements to use to retain your current customers:
Stay in contact: This means by phone, email, e-newsletter, in person-by pigeon if you have too!
Post-Purchase Assurance: This means you need to follow up with customers. Your customers need to feel like they are being supported for their purchase and with the item they purchased. How many times have you purchased a product, then felt completely abandoned? Something as simple as a Thank You note with your contact or customer service information can go along way in retaining a great customer.
Deals & Guarantees: Always offer your current customers the best deals and guarantees you have. Show them you appreciate their business or even come up with a club specifically to reward loyal customers. You can also do this with a preferred pricing option.
Integrity: Using good business practices and simply upholding integrity, dignity and honesty go along way with customers. Let’s face it, there’s a lot of swindling and junk out there and the safer and more confident you make your customers feel, the more they will trust you and that makes for an amazingly supportive and loyal customer.
There are three cornerstone ideas to a successful business:
Offering useful products/services that solve a problem for or enhance the life of a customer
Offer subjects your customers find interesting
Use this approach of educating your customers and offering them real information and insight and you will be rewarded with loyalty and success.
Stop wasting all your time on new prospects while your current customers fall by the wayside!
As Jay Abraham says, “Your best prospects are your existing customers. If you’ve been putting all your marketing efforts into acquiring new customers, stop and divert some of your resources into reselling, upselling, cross-selling to those same customers. In every way possible – through package inserts, regular mailings, special offers – stay in touch with those customers and get them used to buying from you.”
So, there it is! Remember, our FREE test drive can help you put together the resources and tools to do exactly that. We can help you educate your customers and you can watch the benefits pay off many-fold.