What Is The Profile Of Your Ideal Customer?

Reprinted with permission from Eric Albertson’s SucceedingInBusiness.com Newsletter. (Copyright, 1998-2007, Eric Albertson, SucceedingInBusiness.com.)

Have you ever heard of something hardcore marketers call a persona?

(Check out persona for more info.)

Neither had I, until about 15 years ago, when I was trying to win a $100 million dollar sale at Boeing, as a lone sales rep against teams from IBM and HP.

I didn’t know anyone at Boeing, a company that, at that time, had more than 200,000 employees. I had to figure a way to become known fast, or give up.

I got lucky. It turns out an old work associate had hired on at Boeing. The real luck was that I discovered the concept of the persona, also known as the ideal customer.