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"Profiling Your Prospects" — (It's All About The Thinking)
By: Virginia McBride

All businesses have customers. Certainly, you have customers. However, if you want to grow your business, you begin today to profile your desired, FUTURE customers — your PYP. To develop these profiles, you forget most of what might be labeled traditional wisdom. Looking to your past and current customers for their profiles does not necessarily give you a picture of those customers you desire to add. Forget traditional demographics. They give you static, historical information. Develop a process for envisioning your desired customers well into your business future.

LOOK INWARD, DAY ONE — You are your best source of information about profiles of future customers. First, design a behavior matrix. On a sheet of paper, create a chart that has behavior column on one side of the paper. Then, document all of your behavior — good and bad — for one day. Unless something significant surfaces, you can forget about ordinary events like "eat breakfast." However, if something occurs during breakfast, add it to your list. You may have complimented a family member or you may have given your spouse an extra special goodbye kiss. The secret is to document all of your behavior, no matter how small it seems at the time.

DAY TWO TO DAY SEVEN — Take your day one behavior matrix and document how many behaviors repeat themselves over the remainder of one week. Devise a symbol-system for yourself that shows the behavior that you like and the behaviors that you do not like. In addition, begin to document how you feel when you behave a particular way.

WEEK TWO — Continue documenting the repeat behaviors plus the good and the bad. What begins to emerge is a profile of you as a person. As this emergence occurs, begin to assign a human characteristic to each repeated behavior. (If you have trouble with the vocabulary, conduct a search for "list of human values" or "list of human character traits" or "list of human characteristics.")

WEEK THREE — Now reshape your documenting to include only those behaviors that involve some sort of transaction. These behaviors range from simple requests to specific orders. These behaviors range from family members to co-workers to vendors/suppliers and to strangers. Look also at what you buy and where you buy. Look at your motivations for buying. Look at your reasons for buying at a particular location. Document the behaviors, especially the repeat ones, plus identify what characteristics the behaviors reveal about you as a purchaser. Also, document the feeling you experience with the transaction behavior.

WEEK FOUR — By now you have a reasonably complete picture of yourself. You know what behaviors you repeat. You know what you like about your behavior and what you do not like. You know the human characteristics that you possess. You know your motivations. You know your reasons.

By default, you also know the ones you do not possess — both the ones you like and dislike in others. You also know the feelings created by the behaviors. With this total picture in hand, begin to construct the profile of your desired customer. Understand the following: (1) What you like in yourself, you will also like in others. (2) What you do not like in others, you also have but you do not have to continue the behavior. (3) What you feel within the behavior signals how you choose future customers. Be cautious when a negative feeling arises. (4) What you know about your own character defines your best future prospects.

THE RESULT — What your documenting tells you is the behavior that you want to look for in your future customers — your PYP. The behaviors also tell you the potential customers to avoid. You do not care how old they are, how much money they make, where they live — you care only about their behavior. You care about character. Character builds strong relationships. Character builds strong companies, Character builds profits. Character builds the future. You now clearly know the customers you really want. See how quickly these future customers appear.

Article Source: http://www.excitingdestiny.com/articles

Virginia L. McBride, The Haven Maven Founder, EPROW Images Creator, "IT'S ALL ABOUT THE THINKING" Virginia builds personalized "thinking environments" to strengthen innovative thought. Working with EPROW Images, clients develop profiles of desired, future customers. This profiling builds the business and the future. To qualify for a free 30-minute consultation, submit a "pitch" through EPROW's PAPPY program => www.eprowimages.com

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