Here’s how you do it.
Export a customer list from your CRM and decide what kind of information you’re looking for (e.g., to identify decision maker roles, highly-engaged industries and/or geographical locations, to understand who your targets are on more personal levels). Then, sort.
Here are a few possibilities:
- Sorting by Title: offers insight on the most common roles of your customers. Armed with this, you can make informed decisions about who your most valuable targets are and can begin extrapolating about their pain points, the kinds of premium content they’d be most likely to engage in, and can use it to build stories from preference and trend data identified by Google Analytics.
- Sorting by Company: offers a breakdown of applicable industries, allows for the identification of ideal company types within those industries, and helps to highlight which businesses should be your customers (but aren’t yet).
- Sorting by Common Roles + Common Industries: demonstrates where your messaging is the most impactful. By understanding this, you can make the necessary tweaks if you’re looking to reach into new industries, new customer bases, or both.
- Sorting by Common Industries + Current Companies: shows the direction of your message. This allows you to dive deeper into the impact of your messaging, replicate results, and maximize gains on your highest performing channels.
- Sorting by Common Industries + Missing Companies: allows you to develop channel- and business-based hypotheses about the exceptions to your successes. These hypotheses typically lead to channel, messaging, and targeting innovations.
- Sorting by Title + Location: provides you with the first piece of the critical puzzle: who is my customer on a personal level? By understanding who your buyer is and where they are, you can make strong estimates about the kind of home your targets live in, whether they prefer urban/suburban environments, their approximate age ranges, etc.
Additionally, you’ll want to pay close attention to what you don’t see – which businesses in industries you dominate haven’t yet been sold on your product. This allows you to revisit your current lead gen strategy and tweak elements of your messaging for the piece of the industry that isn’t biting. After all, the right message to the right person … you know the story.
Shaping Customer Data into Stories
Once you have a solid understanding of the kind of story you need to tell (e.g., what’s happening in the industry, what language/topics would be most impactful for your target, what’s the problem, how does your product fix it, etc.), it’s time to get to work.
As I’ve argued before, all great sales/marketing stories follow the same formula: customer story + industry story = success.
And what this means, when you break it down, is that it’s your job to tell stories about a world that marries a target’s personal successes to larger business ones, that frames them (and not you) as a hero, that looks and sounds and feels like what they already willingly consume and that – oh, by the way – sells your product.
Whatever story arc ends up being the best fit for your targets and channels, be sure that you end up with something compelling and highly targeted. Something that connects to larger trends. Something that hits as hard in the gut as it does the bottom line.
It’s not hard. You just have to know where to aim, so you can take the right shot.