Question

Topic: Strategy

Segmentation B2b Services

Posted by Anonymous on 5/19/2012 at 12:03 PM ET 25 Points
Hi All

Im trying to segment my (potential) customers for a B2B services company, i understand the concept of by size location etc but not sure where to start or put it into practice.

i am local to my area and have been trading for a year but nw i recognise i need a plan and after reading up on things i understand i need to do an audit first, segment my customers then target those ones that will be of greater financial benefit etc.

could anyone hekp please? so far i have segmented into two areas ! private and public sector, now what!!!???

any help would be gratefully appreciated

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RESPONSES

  • Posted by CarolBlaha on 5/19/2012 at 2:01 PM Accepted
    Your issue is that you are not being lazar sharp in your marketing. You are saying "everyone" is my customer. That is wrong answer.

    For example, I have been in the flooring biz. Look out the door, there isnt' a building out there without a need for the flooring I provide. But is everyone my best customer? No. My products serve a specific niche better than others-- its my sweet spot. That is where I need to spend my marketing dollars and time.

    Drill deeper. You have been trading for a year. Look at the biz you have developed. Where is your sweet spot? Look at the competiion-- what niches are they not serving. Trust me-- I do a lot of business research, the answers will bubble to the surface.
  • Posted on 5/19/2012 at 2:15 PM Author
    thank you - I dont know how to drill ! i just dont know where or how to start !
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