There are a lot of questions that could be asked in order to establish a clear picture of your customer.
In the market you also find competitors. You have to find out what you are up against.
In order to structure your collecting of information on potential customers, you can make a distinction between:
In the business plan template you must answer questions about the following issues:
Usually, there is a notable difference in purchasing
patterns between consumers and
Generally, consumers are less rational than corporate customers when deciding which products to buy.
Which purchasing behaviour does your customer have?
There is a notable difference between selling to companies and private
How does your corporate customer decide where to purchase its products?
It can be fairly easy to
estimate the potential amount of customers. But how many will actually want to
take money out of their wallet and pay you for your product or service? This is
much more difficult to estimate.
Can you estimate your number of realistic customers?
Competitive parameters are the
things that make the customer buy a specific product. Depending on the product,
the competitive parameters will be different. Different lines of business have
Which competitive parameters are essential in your industry?
Sometimes the market
hands a company possibilities it was not previously aware of. For instance, the
government could pass a new law saying that everyone must wear a mask protecting
themselves against smog. If you are selling masks, this law has given you a huge
Also, things in the world affect the market. A catastrophe like an explosion in a chemical factory that pollutes a river, changing fashion trends, or more purchasing power in society in general.
Which possibilities and threats do you foresee in your market?
Go to Download Center and find the template in which you can write your own business plan.
Losers make excuses, winners makes progress.
- Brian Tracy, motivational speaker and author