Segment Your Clients
24 Minute Sales
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| Module 1 | 24minSales | |
| Unit 1 | 24 Minute Sales Pretest | |
| Unit 2 | Program Overview | |
| Unit 3 | Essential Sales Skills | |
| Unit 4 | Offerings Benefits | |
| Unit 5 | Segment Your Clients | |
| Unit 6 | Sales Funnel Stages | |
| Unit 7 | Gaining Prospects | |
| Unit 8 | Sales Qualifications | |
| Unit 9 | Winning Proposals | |
| Unit 10 | Closing your Sale | |
| Unit 11 | Project Management | |
| Unit 12 | 24 minute Sales Posttest |
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Hi. In this video, we will learn the various ways to segment your clients.
Segmenting your clients helps you to focus on the message that you need to deliver to them, and in this process, you will be able to clarify the type of benefits that would be obtainable, in an understandable manner.
Companies often segment their target clients by:
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Industry (Finance, telecom, Government, Education etc..).
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Geography (Country or regional focus).
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Size of Clients (by number of users, or revenue, or spending).
You might have more than one segment that you address or more than one sub –segment but by focusing your energies on the most relevant one you can ensure that the message to that segment is tailored and effective.
The bottom line is that you need to have a high impact, simple message that could be quickly delivered to and understood by your target clients!
Lisa works in an office supplies company and has been tasked with setting up the sales business in a new market. She has a team of 2 sales people and wanted to split the effort between the team members either by industry or size of business. She decided to segment the market according to large organizations across industries that would have the most to benefit from the cost savings that her office supplies solutions could provide. This split would also help her make use of her limited number of sales people so that any deal that they generate would be rewarding for their company.
Spend a lot of time talking to customers face-to-face. You’d be amazed how many companies don’t listen to their customers. Ross Perot