Focus on Best-Fit Customers

Your best-fit customers are the lifeblood of your business. They are the customers who:

• "Get" your product immediately: They understand its value proposition without a lot of explanation.
• Buy quickly: They don't require a long and drawn-out sales cycle.
• Don't ask for discounts: They are willing to pay a premium for the value you provide.
• Become advocates: They tell their friends and colleagues about your product.
• Are loyal: They stick with you even when competitors come along.

Focusing your marketing and sales efforts on your best-fit customers is the most efficient and effective way to grow your business. Instead of trying to convince people who are on the fence, you can focus on finding more people who are just like your best customers.

This doesn't mean that you should ignore your other customers. But it does mean that you should prioritize your resources on the customers who are most likely to be successful and satisfied with your product.

Related Concepts:

• Segmentation is About Who Cares the Most
• Target as Narrowly as You Can (For Now)
• Start with Your Best Customers