(-- F3 to save and exit --)

3. Customer


In order to pitch your customer or client
effectively you must know them as well as you know
yourself. You probably don't have just one typical
customer, but several. You must be able to close
your eyes and picture every detail, every need and
desire of each of them. It may help if you give them
each a name, that makes building their identity much
easier. Conduct surveys to discover what you don't
know.


How do our customers perceive our product?
How do they perceive our company?
What do they like/dislike about our company and
product? How old are they, where do they live, how
well educated are they? What are their hobbies and
interests? What do they read, watch, or do? What
things are important to them?
What would get them to repurchase your product or
service? How important is price/image to them?
What do they all have in common?
What is different between them?
How do they see themselves?
What do they think of our competition and why?
Do they understand our product, or do they need to
be educated about it? Do we have a customer
computer database that we can use to track
activity?

         (-- F3 to save and exit --)
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