Income Acceleration Group Coaching Program. Copyright © 2013 Expert Elevation. All Rights Reserved. ExpertElevation.com  

Know  Your  Customers  –  Analysis  Template  

Use  the  following  list  of  attributes  to  help  define  your  Ideal  Client  

   

Age    

Sex    

Marital  Status    

No.  of    children    

Household  income  level    

Occupation/Industry    

Education   level    

Where  do  they  live  –  how  many  km/mile  radius  of  your  office  

 

How  many  of  these  customers      do    you    have?    

 

Average  transaction  value    

How  many  times  a  year  do  they  do  business  with  you?  

 

$$  value  of  customer  per  year    

Average  no.    of    years  they  stay  with  you  

 

Lifetime  value  of  the  customer  

 

How  many  of  these  customers  do  you  think  could  upgrade  to        top  buying  customers  

 

Which  of  your  products  do  they  mainly  invest  in?  

 

How  do  they  purchase  (online,  face  to  face)  

 

Income Acceleration Group Coaching Program. Copyright © 2013 Expert Elevation. All Rights Reserved. ExpertElevation.com  

Main  source  of      sale  (networking,  internet,  word  of  mouth,  etc.)      

 

Business  to  Business    

Industry    

Size  of  business  (no.  of  people)    

Age    of    business    

No.    of      branches    

Do  business  with  you  solely  (y/n)    

Source  of  sale    

Location    

Job  title  of  the  gatekeeper    

Sex      of    gatekeeper    

Job  title  of  purchaser    

Sex      of    purchaser    

Job  title  of  end  user    

Sex  of  end  user      Psychographics  (B2C  –  Business  to  Consumer)  Attitudes   ! Conservative  

! Conformist  ! Liberal  ! Experimental  ! Follower  of  trends  ! Fashion-­‐focused  ! Family  focused  ! Enviro-­‐friendly  ! Cutting  edge  ! Socially  conscious  ! Growth  oriented  ! Fun  loving  ! Other        

Income Acceleration Group Coaching Program. Copyright © 2013 Expert Elevation. All Rights Reserved. ExpertElevation.com  

What  benefits  is  the  customer  looking  for?  

 

What  are  their  hobbies  or  interests?  

 

What  type  of  entertainment  do  they  enjoy?  

 

What  publications  do      they  read?    

How  often  do  they  purchase?  

 

Income Acceleration Group Coaching Program. Copyright © 2013 Expert Elevation. All Rights Reserved. ExpertElevation.com  

What  factors  are  most  important  to  them  when  making  a  purchasing  decision  

! Price  ! Quality  ! Customer  service  ! Variety  of  services  ! Discounts  and  sales  ! Packaging  ! Convenience  ! Store  appearance  /brand  appearance  ! Guarantees/warranties  ! Payment  terms  ! Financing  ! Brand  name  recognition  ! Other  

Psychographics  (Business  to  Business)  

What  is  their    decision  making  process?  

 

What  factors  are  most  important  to  them  when  making  a  purchasing  decision?  

! Price  ! Quality  ! Customer  service  ! Variety  of  services  ! Discounts  and  sales  ! Packaging  ! Convenience  ! Store  appearance  /brand  appearance  ! Guarantees/warranties  ! Payment  terms  ! Financing  ! Brand  name  recognition  ! Other  

Income Acceleration Group Coaching Program. Copyright © 2013 Expert Elevation. All Rights Reserved. ExpertElevation.com  

What  growth  stage  is  the  company  in?  

! Start-­‐up  ! Growth  ! Mature  ! Decline  

What  is  the  culture?    

What  is  the  management  style?    

What  trade  associations  do  they  belong    to?  

 

What  publications  do    they  read?    

 Geographic  

Where  does  your  customer  come  from?  

 

Country    

Province/State    

City/Town/County    

Neighborhood