Let’s dive into the 6 Ps. It is framework that we use at PROTRADE United to help you articulate your dream customer. By applying these six pillars, you can not only refine your client base but also possibly discard those unfavorable associations while attracting your dream opportunities.
1. Profitable.
Your dream customer should provide projects that yield the profit margins essential for your business’s sustainability and growth. There is a saying – “You can sit on the beach and go broke versus doing business and go broke”. Profit is important.
2. Punctual Payment:
A dream customer respects your payment terms and practices, ensuring reliable financial transactions. They should be easy to deal with from the payment perspective.
3. Pleasure to do Business With.
The ideal customer is a pleasure to collaborate with, fostering positive working relationships. One of our slogans is to only do business with the people that we want to do business with. Look back at those jobs that flowed easily where the customers have been happy, your team enjoyed doing the work, and they built great relationships with them. These are the type of customers that you want to work all the type. They are enjoyable work that give you satisfaction and fulfillment at the end of the project.
4. Partner.
Your dream customer is like your advocate, eagerly referring others due to their positive experience working with you. It is almost like they want you to succeed as much as you want to succeed.
5. Path of Least Resistance.
Communicating with the decision-maker streamlines communication, facilitating efficient decision-making and collaboration. The less of a pathway to the decision maker the better. Working directly with the parents or consumer market are quite simple because you can easily communicate with the decision maker who are paying you. On the other side, as project get larger and the organization that you work with get larger, there could be longer pathway to the decision maker. An example could be in the tender type jobs.
6. Process-Friendly.
An ideal customer values your established processes and follows them, eliminating friction and ensuring smooth project execution. Having a sales process is paramount. Sales is a leadership process. Having clear steps that they can follow along will makes the process much easier. People love to be led as long as they have confidence in their leader. If you’ve got someone who challenge the process, wants to do things their way, and nickel-&-dime through everything; they’re not fit as a dream customer.
Applying the 6 Ps can help you identify clients who align with your business values and filter out clients that don’t match your dream customer criteria. It will create space for more favorable opportunities to flow in.
If you’re eager to further refine your dream customer profile or need guidance in attracting these ideal clients, please be in touch.
