How do you get to really understand your customer? There are two benefits in better understanding your customer or prospect:
1. Should they be your customer? In direct “language” you should ask yourself the following: “will this customer add to my bottom line, or will they cost me more than what they can bring in? Would I grade them as A, B, C or D type of customer.”
2. If I would like to do business with this customer then how do I get to really understand what they really want out of my product. How can I best serve them?
A really helpful exercise that you should be doing to better understand your customer (Avatar), is the Avatar Analysis.
Get a free copy of Avatar Analysis worksheet here.