Best Buyers vs. All Buyers

In any market, there is a distinction between the total pool of potential buyers and a smaller, more valuable segment known as "best buyers." Focusing on this smaller group is a cornerstone of efficient and effective marketing.

Characteristics of Best Buyers

• They Buy More: They purchase in larger quantities than the average customer.
• They Buy Faster: They have a shorter sales cycle and make decisions more quickly.
• They Buy More Often: They are more likely to become repeat customers.
• They Are More Profitable: They often purchase higher-margin products and services.

The Pareto Principle in Action

The concept of best buyers is a direct application of The 80-20 Rule (Pareto Principle). A small percentage of your customers (the best buyers) will account for a large percentage of your revenue and profits.

Implications for Marketing

• Targeted Efforts: Instead of trying to reach everyone, focus your marketing efforts on the small group of best buyers.
• Lower Costs: Marketing to a smaller, more targeted group is significantly less expensive than mass marketing.
• Higher ROI: The return on investment for marketing to best buyers is much higher.

The The Dream 100 strategy is a systematic way to identify and target your best buyers.