Your Ideal Buyer is Not Your Ideal Buyer

It’s time to forget about the idea of an “ideal buyer.” That’s right, forget about it.

Times have changed.

There is no longer a single person who starts and stops all buying decisions.

[bctt tweet=”Buying influences, today, come in all shapes, forms and sizes. Influence today can come from different departments and levels of seniority. ” username=”EngageColleen”]

And, if you’re not in alignment with this fact, you’re falling behind!

Because there are multiple people who influence buying decisions in any given organization, you must create an approach that attracts them all. Without such an approach, you’re likely going to be missing out on many opportunities.

I had a client, who developed their sales and marketing approach to speak to multiple levels and departments within an organization. Their closing ratios went from about 10% to over 40% due to this change. Not only that, but they were able to shorten their sales cycle from 120 days to 90 days.

If they can create those kinds of results, so can you.

If your approach is only considering one person in the organization, don’t be surprised if they no longer consider working with you. Chances are, they’ll be influenced by others in the organization you weren’t speaking to.

What’s one thing you can do to update your approach to include multiple members of an organization?