Define Your Ideal Prospect
Assignment
If you are presently in a sales role, you may use your own company and product/service/solution for this assignment. If you are not in a sales role, choose a company and product/service/solution that interests you. Refer to pages 261-265 of the textbook on “Creating a Buyer Persona.”
1. Write a sentence that defines your company and what your product does. (for example: I sell Mary Kay Cosmetics and we help people look their best)
2. Define your ideal prospect. This should include:
a. demographics (age, income level, title)
b. psycho-graphics (mindset of your prospect) such as “abundance mentality ” or “wants to buy quality over price”
c. geography where prospect must be (specific site location or width of territory to sell within)
d. times available and days/week to be reached
e. business size in sales volume you want to reach (small, mid-sized, large, multi-national)
f. type of transaction (Business-to-business B2B, Business-to-Consumer B2C)
g. dollar amount of transaction prospect must be willing and able to spend
h. business types (retail, manufacturing, professional offices, etc.) you will target
i. any other specific criterion that fits your ideal prospect.
