Today, we’re talking about selling to multiple, different customer types or profiles.
When you’re first getting started with sales, you’re likely to generate interest from a variety of different customer profiles. Don’t be tempted to sell to them all at once. Selling the same product to different customer profiles is the same as selling different products.
For example, if you’re selling to both Small businesses and Enterprises, then even if the core product need is the same, these customers will have very different needs overall. You can expect wide variance in their customer support and service level expectations, you’ll have much more significant security requirements with most enterprises and given their employee counts could be orders of magnitude different, user management will not be the same for both profiles.
It may seem easy to support multiple customer profiles early on but the end result is usually that you do a pretty average job for all your customers. Much better to make one customer profile really happy.
