Make a list of your best customers. What made them good customers? Where do they
live? What age group are they in? Where do they hang out?
If you can
identify your best customers and create a profile then you can go out and look
for customers just like them.
If you have
several great customers from a particular area, a particular size home, or a
particular age home then you may be able to look in those same areas for new
great customers.
For example
if there is a nearby town that has homes that are twenty to thirty years old
and are due for remodeling and upgrades it is better place to look than a
subdivision only a year old where everything is new.
The reverse
is also true. You do not need to red line which means refuse to work in certain
areas but if there is a town where unemployment is very high and property
values are falling it might not be the place to prospect. If you do get a
prospect make sure they can afford to pay you.
Some things
to look for:
·
Age group
·
Income range
·
Age of home
·
Value of home
·
How long the prospect has owned the home.
·
Rising or sinking home values in area
·
Retired
·
Marital status
·
Type of employment
·
Club membership
·
Age of children - grade in school
Once you
understand what kind of customer is best for you look for that customer and
tailor your product to serve that profile.
You
can also develop profiles for customers that are a problem for you. When we
were building homes we used to hate lawyers because it took longer to do the
contract than build the home.
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