3.3 Prospect Objectives
Explanation
Describe who the prospective buyer is, why they want an offering like yours and what their objectives are with the use of your offering.
Factors to consider:
Individual consumer description or if a business, purchaser's job title
Secondary influencers of the purchase decision
Does offering improve prospect's financial situation or day to day operations?
Is "prestige" involved in the purchase?
Can the prospect measure the benefits?
Does the prospect require a customized offering?
Will prospect purchase more than one unit of your offering?
What are prospect's requirements for:
Dependability,
Durability,
Economy,
Efficiency,
Reliability,
Productivity,
Uniformity?
Sample from CitiLoc, Inc.
We have two market segments for our services.
A city (city manager) interested in attracting new businesses to their locale.
Businesses looking for a city where they can establish a new site to expand their operations.
Longer term we will probably have others who would like to be included in our service (for a fee) such as real estate agents, attorneys and a variety of local vendors wanting to attract the attention of new businesses moving to their city.
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