If you have a business, whether it’s a physical store or e-commerce, there’s one thing that keeps you awake every day: getting customers. It’s not as simple as we might believe., but it’s still the strongest pillar of the business. If it’s well-designed, the stability in the company is undeniable, but if there aren’t many, your store life could be in jeopardy. And, for that, you have to find potential customers.
But what is a potential customer? What types are there? Can a potential client start a business? So if you’re asking yourself all of these things, then now is the time for us to answer you.
What is a potential customer?
Simply and clearly, we can say that a potential client is a person who can become a buyer or consumer of a service or product that you have for sale. In other words, it can be anyone who uses or buys your product.
Now, the qualification qualifier indicates that they have not yet purchased anything but may be interested in the product or service you offer without yet becoming a real customer.
We give you an example. Imagine seeing an incredible wedding dress in a store that you have in three months. You may have loved it so much that you want to purchase it, but there is still a long way to go, and you don’t know if you will lose or gain weight in a month, so you don’t. You have to wait. It is, however, in your opinion. It may qualify as a potential customer because they are interested in the dress but have not yet purchased it.
In general, potential customers are interested in your product or service but do not stop taking action. , Lagging due to various issues (maybe price, feedback from other customers, etc.).
Potential customers vs. real customers.
Before we give you a first estimate of the big difference between a potential client and a real client, basically both are people who are interested in the products or services you sell. But the first purchase does not end, while the second does.
We can say that the transition from a potential customer to a real one is as easy as buying this product or service.
Potential Customer vs. Target Customer.
Another difference between two closely related concepts in e-commerce is the potential customer and purpose. While in the first case, a potential is any person, the goal defines a specific group that meets a series of specific conditions (age, gender, tastes, hobbies …).
This is important to keep in mind because many times when adopting a marketing strategy, we usually determine a target customer. But sometimes that’s not true, and that’s where potential customers come in, which will give you an idea of whether or not you’ve targeted the target (for your campaigns).
Types of potential customers.
Do you know what’s there Four types of leads? Each of these gives you the keys to their identity, and it is important to know the characteristics of each of them:
- For the frequency of its purchase. These are the people who can buy a lot, who do a little, or who buy regularly. Usually, the difference between them is that one comes to the shop constantly, sometimes several times, the other visits it but it takes more time and in the end, who buys a little, just Goes when he needs something.
- By volume purchase. That is the amount of your product or service that you use or need for your business.
- With effect, They are potential customers who, even if they are not real customers (some of them), influence other people’s decision to do so.
- There are people from your profile who are closest to the target customer profile. That is, for those who are very interested in your product, service, etc.
How to find potential customers.
According to the definition we gave you earlier, anyone could be a potential customer. But that is not the case. For example, imagine you have e-commerce, and you sell toys. Your target will be families with client children. But it is clear that there will not be a potential client, for example, a person who has no children and dislikes playing with toys.
That is, to find potential customers, you need to know the audience you are addressing. , Individuals that are interested in your goods or services.
- Find out what your target market is. Those are the features that define it and the customers who are interested in selling or doing it.
- Create a marketing strategy to reach a target demographic. This is probably the most important thing, and especially the distribution, to be more successful. For example, divide by demographic, geographical, behavioral variables, and so on.
- Review communication channels and websites. Sometimes your website, and social network statistics, will tell your audience that you’re starting to take an interest, which should usually be with the target audience you’ve targeted. But the second time, it may fail, and you will have to rewrite the previous step.
How to catch them.
Once you find potential customers, what matters to you is that those interested in your product or service take action and become real customers. In other words, they buy you.
For this, it is necessary to perform. So, first, an investigation to find out why these people back off when they buy. Could it be because of the price? Due to your product feedback? Maybe the quality of what you offer? If you are going to buy online for shipping costs?
You need to know that in the end, those customers fail to formalize their custom orders.
We will not tell you that it is easy to find because many people do not dare to provide this information, but try to get it if you can. Of course, you can ask directly at the physical store. But one of the things you can do online is sending an email (if you have one) and ask why you didn’t make the purchase. If you are kind and let him understand that you need to have his opinion and want to know what you can do to make him your client, you will get this person’s support (and something very valuable). Information).
While you have this information, the next step is. Explain the strategy for these potential customers. You may have to distribute them according to the needs of each group, but you ensure a greater chance of success.
The investigation and the individual will determine the success of these techniques. If you solve the barriers that prevented them from formally purchasing earlier, there should be no difficulty purchasing now (unless they want the product or buy it at another store).
Has it become clear to you what the potential customers are?