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Who is Your Ideal Customer?


INFLUENCER: Andrew Riddle, Client Services Director, RAPP Edinburgh, says CMR needs a clear customer strategy

Who is Your Ideal Customer?

Here’s a simple question. A question that any important, purposeful brand should know the answer to quickly, with high-precision. Who is your ideal customer? 

When I asked this question recently to a group of valued and experienced marketers, everyone looked at each other – nobody truly willing to express an opinion of who sits in the magic top right quadrant of displaying high value, deep bonding loyalty. I was surprised, but, I actually wonder, if this challenge is more widespread than not.

CMR needs a clear customer strategy

Not having a clear articulation of who your ideal customer is has an obscene implication on a brand’s precious marketing effort. And, when we take one of our strands of Core Dialog specialisms, CMR, an engine room of value generation, this competency cannot be fully charged without an ideal customer persona. CMR is powerful, but is has to be strategically delivered with a clear ultimate goal – a path to purchase and into passion. This means that a brand must have a clear and meaningful segmentation, allowing for a CMR strategy to be carefully aligned to each step of the modern buyer’s journey – whether that be in B2B or B2C.

Differentiated CMR will win

As we strive to deliver high value, highly bonded customers, we must ensure that CMR is differentiated. How often do we hear that brands are not rewarding customer engagement and loyalty – that’s because brands need to step up, be brave and provide higher perceived value and stop treating everyone the same. We are not created equal. CMR must not be generically executed, it must be strategically presented not only with content and propositions that are served on a customer’s preference terms, but also based on their value or indeed potential value. If a punter has low value, then disinvest or structure your CMR with a light touch. Fish for the big fish and differentiate marketing spend based on customer value. Yes, we like a volume of customers (it looks great to the stakeholders), but CMR must be structurally agile and deliver high value touches to those prospects and customers that matter most.

Back to basics…

Marketing is not a dark art. It needs common sense, agile and precise thinking. But without a fix on your ideal customer, a brand will never win. It will pass like a ship in the night and miss on value creation. Let’s challenge our clients and prospects alike, ask this simple question and map our strategic recommendations with differentiated effort. Generic communications is lazy and wasteful marketing, so let’s be progressive, focus on our end customer state and accelerate people to want brands more than they have ever done.

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RAPP, Thu, 23 Jun 2016 13:14:54 GMT