Knowing your target market is key to your success as a cloud phone reseller. Don’t mistake this as “same old” corporate jargon. The advantages of clearly defining your target market have been proven.
Without taking the time to get a clear picture of who you’re selling to, you’re really just shooting in the dark. Sometimes you’ll hit your target; most of the time, you won’t.
There are 4 key reasons to know your target market as a cloud phone reseller:
Particularly with regard to your marketing efforts, knowing your target market results in greater success. Understanding who your audience is will determine how you market to them. Your marketing strategy will be more effective because you’ll actually be reaching the people who want your cloud phone service. They will respond to your marketing because you have what they’re looking for. You’ll be speaking their language.
The same is true for your sales team. A clear definition of your target market will empower your sales team to speak directly to the needs of your prospective customers, resulting in more sales.
The first step in defining your target market is really understanding what you’re selling. Are you selling a phone system? Are you selling a form of communication? Or is there more to it than that?
Look beyond your products and services. Figure out what solutions and benefits your business provides. Ask yourself (and your team) questions like:
As a cloud phone reseller, you’re not just in the cloud communications industry. You’re in the business of streamlining business operations and improving customer service. You’re selling increased profitability, greater availability, and unmatched flexibility.
Now that you know what you’re really selling – beyond a cloud phone system – it’s time to figure out who you’re selling to.
For small business owners, taking the time to work this out can be a challenge. Don’t think of it as a time-sucking task. Instead, realize the investment you’re making in your business. Take the time.
Who’s your favorite customer?
Which clients do you most enjoy working with?
Who truly appreciates your products and services?
Who keeps coming back for more?
Talk to your customers to find out why they choose your business. Learn what pain points your business alleviates for them. Use this information to define your target market and adjust your marketing and sales strategies accordingly.
How does knowing your target market benefit your cloud phone business? It gives you clear direction about who you need to spend time pursuing, which relationships to build, and how to go about all of it effectively.
When you know who you’re selling to, you can also know:
Your target market is a major part of the foundation for your entire business strategy. With this knowledge, you connect with the right people, give them the right information, and maximize your efforts and resources.
At UnitedCloud, supporting our resellers is what we do best. We’ve created a Partner Tool just for you, full of marketing materials, product guides, tutorials and more. These resources can be customized with your own branding and used to reach your own target market with increased success.
To find out more about becoming a UnitedCloud reseller, or for more information about our tools and resources, contact one of our specialists today.
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Mark Atkinson Previous Experience: Largely sales focused, I owned several small businesses in Ontario. Since living in Alberta, I’ve held a Business Development position with Philip Morris International and Director of Sales ~ Western Canada for Canada’s leading LIVE Events SaaS provider, AudienceView. Certifications: Sales Professional Certification with InBev Full Certification with UnitedCloud First Aid/CPR? […]Read more