Not all prospects are measured the same. The difference between successful and unsuccessful sales teams is their ability to generate quality leads. One of the best ways to increase qualified leads is by building customer profiles. Our free templates help sales and marketing teams better understand the core audience of their business and target them more effectively.
The following free customer profile templates (for business-to-business (B2B) and business-to-consumer (B2C) models) guide you through the data-gathering effort when building your first consumer profile. A sophisticated vehicle for sharing that information with your team.
What is a customer profile?
This is a document that reveals important information about the individuals or businesses that are likely to purchase your company’s products or services. Companies may have multiple profiles, including demographic, psychographic, and behavioral information. Leveraging these profiles properly can streamline the sales process and increase revenue.
Collect and organize demographic data about your audience
A customer relationship management (CRM) system is a great resource for the demographic data you need when building your profile. CRM software is designed to catalog contact names, job titles, email addresses, purchase history, and other client details.
Surveying current customers is an ideal way to gather psychographic information that reveals their lifestyles, values, attitudes and beliefs. For example, by integrating HubSpot, Salesforce, and Zoho CRM with SurveyMonkey, you can more easily solicit responses from your customer base.
You can also research customer behavior, such as their motivations for purchasing, how they typically engage with company outreach, and their preferred communication methods. To supplement this data, a conversation with a sales rep is useful. Sales reps interact with customers on a regular basis and can provide important insights.
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Even after collecting customer information, there may be some holes in the data that need to be filled with further research from external sources. in this case, US Census, brand watchand Resonate All the tools that can help you with this.
For example, let’s say you find a customer who lives in Philadelphia, makes $150,000 a year, and has children in private school. Use that data to find additional context, such as how much you spend on vacation each year, the approximate value of your home, or how often you buy a new car. Use that information to tailor your sales plan templates and product offerings.
Once you have the data, sort the information and look for common features. For example, let’s say you run a B2B public relations (PR) company. Sorting the customer data by annual revenue reveals that clients with gross annual revenue greater than her $2 million spend, on average, him $75,000 on PR services.
We can see that these companies have in-house teams focused on local publicity and seek outside help for their national efforts. We use this information to create a profile to help manage sales when looking for additional clients in that category.
Create and share your profile
There are multiple ways to create your profile. You can use a free template (below) or use software such as: HubSpot’s Make My Persona(Make My Persona can be used for semi-fictional customer profiles and customer personas.)
The most important aspect of creating a single profile, or an entire customer profile database, is developing one that can be easily shared. These profiles, when passed on to sales and marketing team members, help them create new sales processes or refine existing ones.
Zoho CRM also allows you to tag prospects who share similar traits with their profile name. This allows you to easily filter contacts based on common traits and deploy new and sophisticated sales processes to close more deals.
What is the difference between a customer persona and a customer profile? Customer, or buyer personas typically contain fictitious information about the person you imagine your target customer to be, whereas profiles are factual and built entirely on the characteristics of your current customer. increase.
Examples of B2B & B2C Profiles
Here are two example profiles for business-to-business (B2B) and business-to-consumer (B2C) sales teams. Use them as a guide to create your own.
What are the benefits of creating a customer profile template?
Building a profile is an ideal way to get a better understanding of your current clients and how they relate to your business. help. Here are some specific key benefits.
Conclusion
A 2021 McKinsey study found that companies that offer personalized customer interactions: 40% more revenue than nothingBy creating client profile templates and populating them with data from their current customer base, businesses can deliver personalized experiences, improve customer loyalty and increase revenue.