LaL - Lookalike customer. One more research for Upwork.
Your lookalike research shows both whom you know how to sell to - and whom you consistently fail to sell to.
Today I was thinking what I'd like to bring to my blog as a valuable article. I was already telling you about ICP, however, have you ever heard the term "lookalike customer"?
Basically, if you don't know why so few clients are choosing you and you need to niche more or concentrate on your chances more, then you need to make this research.
LaL - is the number of traits that your current best customers have. Most of you may think: oh, I did this research before, that's why I am UI UX designer or React Developer because all my best clients were searching for React Developer or UI UX Designer.
To do proper research that will help you, you need to get the following:
- get the list of your best clients for this platform
- sources how did they find you or which subchannel helped (bidding, ivite, direct..)
- industry, country, company size
- stack, tools, platforms.
- how much did he spend before hiring you and how often he hires?
- need similarity (what is their pain/need?)
- behaviour - how fast do they buy? On emotion or long-term thinking?
LaL = who actually buys from you.
This type of research doesn't mean you can't look for the other customers but it will help you search for similar ones and also will highlight the holes, where you are NOT able to find customers to dig deeper.
I like the part, when you are realizing what customers you are not able to bring. After that I would also concentrate on why is so. Usually the answer is simple - we attract customers that are similar to us.
For example, I am very active and articulate a lot, so arabic countries, Italy, Spain and Israel were my best customers.
What to do with the results again:
- Proper LaL - to the separate profile and also concentrated search
- Lost deals and customers to re-consider what to change
Your lookalike research shows both whom you know how to sell to - and whom you consistently fail to sell to.
Hugs,
Tamara
buy me a coffee https://buymeacoffee.com/levit
Ukrainian channel in telegram with the same content https://t.me/+QV_LDo85tsc3YzEy
my cat:
