Why they are key in your sales process

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If a potential customer meets these requirements, then they become a qualified prospect , and you need to continue nurturing the relationship to make a sale.

It's crucial to define effective marketing strategies to attract potential customers because they are the ones most likely to become new customers.

How to identify, classify and find your potential clients
The starting point for knowing who your potential customers are is to understand:

What is your available market?

What is the profile of your ideal client, also called target client or, in English, buyer persona?

You must be clear about the difference between your company's total market and its available market.

The total addressable market (TAM) is the "possible" market your product or service could have. That is, all the people or companies that might be interested in your offering.

Let's say you're selling a home device that measures gambling data india glucose levels in adults. Your target market could be all middle-class adults.

The available market, on the other hand, is the portion of the total market that is most likely to buy because they genuinely need or want to buy what you offer.

If we use the same example as before, your target market could be middle-class adults with diabetes or insulin resistance.

The clearer you are about your target market, the better you can define your company's potential customer profile.

Create your buyer persona
A buyer persona is a fictional profile you create of your ideal customer. It helps you better understand how to identify your potential customer. To do this, you need to gather as much sociodemographic and lifestyle information as possible about someone who would buy your product or service.

If you sell to other companies, you must create buyer personas for both the person making the purchasing decision and the person selecting the products or services the company needs.

Once you've identified who your potential customers are based on your target market and buyer persona, it's time to classify them.