Their Core Challenges As a final exercise in getting clear on your ideal customer profile, what are the core challenges of the company and of the individuals involved in the buying process? You can learn these easily, just by asking! Whether by phone or by an online survey like SurveyMonkey, ask prospects and clients questions such as: What are your greatest challenges? What keeps you up at night? What are your main frustrations? What are you afraid of? What’s most important to you? What do you spend money on? What do you really, really, REALLY want? Refresh Regularly Finally, you can have
...more
