Your Ideal Commercial Fire & Security Customer
by Jo Shaer, on February 6, 2019
Here's what Fire & Security professionals need to know to achieve the best success with their B2B prospecting.
The biggest mistake we see is trying to appeal to EVERYONE. You end up pleasing NO ONE.
So, decide who your ideal commercial Fire & Security customer is! And focus...
Your target customer defines which companies are most likely to need fire protection or commercial security systems.
Your target job roles are the people working at those companies who will need to purchase your Fire & Security systems. These individuals are called your Buyer Personas.
Making A List... of Target Customers
So how do YOU identify the best target customers for YOUR Fire & Security company?
- Think about who your current best customers are.
- What type of business do you find it easiest to work with?
- Who needs you the most?
- Which companies and situations do you specialise in?
- And, most importantly, Show Me The Money!!! There's little point in choosing a target customer that won't help you to achieve your business growth goals. Don't get involved in a race to the bottom where the overriding factor will be price.
Compile your list of Target Customers. These are potential businesses in your town who fit. Those with office premises or factories or warehouses. Is there a particular industry that you specialise in?
Who's Your Buyer Persona?
Remember this is the job role most likely to make the purchase of your systems.
Fire & Security installers will be trying to identify the MDs, directors or owners of physical businesses in their area.
These individuals will be in need of fire and security protection for their premises. But they may also need advice for their homes.
How to talk to your Target customers?
So you've identified your target customer list AND developed your buyer persona. Now, go onto LinkedIn and start searching for your target customers' Company Pages.
You can then view which personnel work for these companies and work out who is most likely to be your buyer persona in that company.
Issue a connection request. And make sure you Add A Note to make it more personal.
Then you can use LinkedIn to start connecting and building relationships with these potential customers.
Focus your efforts on your buyer persona. This will give the maximum benefit from the time you are spending on LinkedIn.
It also means that any status updates you publish will be specific not generic.
You want your targets to put their hand up and say: "This update is talking about me!"
Your job is to make them Know, Like and Trust you enough to contact YOU about how you can help them.
Click the image below to get started today.