MASTER YOUR SWEET SPOT TO INCREASE YOUR COMMERCIAL PERFORMANCE
Posted: Wed Jan 01, 2025 6:24 am
The Spot s weet is a process that is both static and dynamic. The concept comes Phone number library from golf. It is the nature and the precise location of the impact of the club on the ball that give the quality of the direction and the precision of the distance traveled.
The same is true for the company with respect to its customers. Knowing how to adopt or refine this dual approach of quality of definition of its target customer profile(s) and precision of method to end up establishing a mutually fruitful and lasting relationship over a long period.
All current and potential customers by definition deserve professionally appropriate attention and quality of relationship. However, you have customers who have unique characteristics and needs. This makes them a target more in line with the value you can bring them.
Your Spot s weet thus represents the category(ies) of your customers or prospects who respond most adequately to your value proposition; these are the ones for whom the impact of your product-service offer will be the strongest. By matching as completely as possible the customer needs, expressed and latent, and what you deliver to them; You reach with a greater probability of success the heart of the target you are aiming for. You can thus more easily reorient your prospecting plan by focusing on the most "effective" prospects; and consequently shift or even remove the prospects who are next to or outside the Spot s weet that you have defined.
In practice, in the everyday life of the company, what do we do? We simply propose to share some ideas to guide their implementation. Each of these proposals is neither new nor revolutionary. The proposal is to integrate them, in whole or in part, into a commercial policy and a related action plan that are thought out and followed over time.
The same is true for the company with respect to its customers. Knowing how to adopt or refine this dual approach of quality of definition of its target customer profile(s) and precision of method to end up establishing a mutually fruitful and lasting relationship over a long period.
All current and potential customers by definition deserve professionally appropriate attention and quality of relationship. However, you have customers who have unique characteristics and needs. This makes them a target more in line with the value you can bring them.
Your Spot s weet thus represents the category(ies) of your customers or prospects who respond most adequately to your value proposition; these are the ones for whom the impact of your product-service offer will be the strongest. By matching as completely as possible the customer needs, expressed and latent, and what you deliver to them; You reach with a greater probability of success the heart of the target you are aiming for. You can thus more easily reorient your prospecting plan by focusing on the most "effective" prospects; and consequently shift or even remove the prospects who are next to or outside the Spot s weet that you have defined.
In practice, in the everyday life of the company, what do we do? We simply propose to share some ideas to guide their implementation. Each of these proposals is neither new nor revolutionary. The proposal is to integrate them, in whole or in part, into a commercial policy and a related action plan that are thought out and followed over time.