A friend of mine who is a car salesperson once told me that one of the things an experienced salesperson will know her customers is by the questions they ask.

When a person enters an expensive car dealership and the first question they ask is the price, often they will not buy, people who buy expensive cars or houses, don’t ask for the price as their first question. They may perhaps ask kilometers per second, customisation, and other specifications.

As an entrepreneur, it is important to invest in knowing your customers.

Ask yourself the following questions:

  • Who are my customers? [not everyone is your customer]
  • Are they males, females, young, older?
  • Are they in rural villages, or urban cities?
  • How much do they earn?
  • How do they spend their monies?
  • Are they a government department or private company?
  • Are they a medium sized [less than 10 employees] firm or listed company?
  • Are they an IT startup or a manufacturing concern?

Knowing who your customers are clearly will help you know who your customers are not.

Knowing who your customers are not, will help you market to the right people.

Selling to people who want to hear from you is more effective than disturbing strangers who don’t.



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