Who are your customers?
- Who was your original target customer? Is that who you’re actually serving?
- Which assumptions about your “ideal customer” have you confirmed? Which have you never tested?
- If you described your best customer to a stranger, would that description match your actual sales data?
How do you define “best”?
- Who are your top customers by revenue? How has this list changed (composition, revenue per customer)?
- Which customers have been with you the longest? What does that tell you about what you do well?
- Which customers provide the most referrals? What do they have in common?
- Which customers take the most time or resources? How does this compare to the revenues they generate?
How is your customer changing?
- How is your best customer today different from your best customer two or three years ago?
- What needs are your current best customers trying to solve? How has this changed?
- How have customer requirements changed (more sophisticated, more price-sensitive, or more demanding or resource-intensive)? Has your offer kept pace?
- Do your newer customers resemble your “best” customers, or do they have a different profile?
How do you create value?
- What do your best customers value most about working with you? Is that reflected in how you market yourself?
- What do your best customers have in common that your average or worst customers don’t?
- Are you still trying to please customers who were never a great fit in the first place?
- What would you have to stop doing to serve more of your best customers and fewer of the wrong ones?
Are you speaking to your best customers?
- Does your marketing center your best customers or the ones you’d originally targeted?
- Would your best customers see themselves in your website copy or social media content?
- Is your marketing attracting “best-fit” customers, those likely to recognize your value?
Where do you spend time and money?
- Is your time and attention spent on supporting and attracting your best customers?
- What would happen to your business if you built your next 12 months entirely around your best customers — and said no to everyone else?
- Which customer relationships energize you and which drain you? Does that correspond to profitability?
Are you focused on the future?
- How are your best customers’ businesses or needs changing? Are you evolving with them?
- What will your best customer need from you a year from now that they don’t need today?
- If you lost your top 5 customers tomorrow, do you know who would replace them, why and how you’d find or grow them?
- What would your business look like if it prioritized your best customers and what they’ll need in the future?
Want more information on growing your business
Watch the video or read the full post to learn more about how strategic pricing can help your business
Pricing structures can attract customers and improve profitability; read more about how pricing can work for your business and access the full list of questions herre
