Expert Edge Session Summary
In an insightful Expert Edge session hosted by Shine.com, business leader Sahil Fauzdar shared his expertise on client profiling and its impact on sales success. During the session he explained advanced techniques for understanding customers beyond basic data points. Sahil’s vast experience in financial services, compliance, and trust services made him the perfect guide for this engaging discussion.
Meet the Expert: Sahil Fauzdar
Sahil Fauzdar is an industry leader with over 11 years of experience at Amicorp, a multinational company operating in 40+ countries. His journey at Amicorp has seen him take on key roles such as Head of Sales for India, Chief Operating Officer, and now Head of Regulatory Sales. With a strong background in financial markets and compliance, Sahil specializes in helping businesses expand globally and optimize their sales strategies.
Key Takeaways from the Session
The Importance of Client Profiling in Sales Success
Sahil emphasized that client profiling is the foundation of successful sales strategies. He said, “Client profiling is one of the starting points, and it’s the most interesting and important aspect when we talk about sales. When I’m taking a product out into the market, client profiling helps me understand who my client is—who’s going to buy. Client profiling is very, very important. Otherwise, we can waste a lot of revenue, a lot of manpower, and even burn our business down if we don’t properly profile our clients and identify who we need to reach out to. If you look at the most successful companies in the last 5 or 6 years, or even in the last 10 or 20 years, you’ll see that they have a very distinct segment they work with.”
Understanding Client Profiling Beyond Demographics
Traditional demographics like age, gender, and location are no longer enough to accurately profile clients. Sahil outlined deeper profiling techniques, including:
- Psychographics: “What do clients care about? Their values, lifestyle, interest, and attitude matter in how they interact with your product.”
- Behavioral Profiling: “If your profiling is wrong, then it’s very difficult. You will waste revenue and resources.”
- Pain Point Analysis: “I have to reach out to those particular clients who actually need my service and then address the pain point.”
- Transactional Data: “If someone buys a running shoe, it tells me they are into fitness. That means they might need a water bottle, a jacket, or other fitness gear.”
- Geographic Profiling: “For example, we saw a product designed for Eastern UP performing unexpectedly well in Andhra. That insight allowed us to expand into a new market without additional marketing efforts.”
The Role of AI and Technology in Client Profiling
Sahil highlighted how technology has revolutionized client profiling:
- AI-driven personalization: “Look at Netflix and Spotify. They understand what you want even before you realize it.”
- Social Media Listening Tools: “Today, you talk about something and the next minute you see ads for it on Instagram. That is profiling in action.”
- CRM & Data Analytics: “We use tools like Zoho and Google Analytics to refine our targeting.”
Case Studies on Effective Client Profiling
Sahil provided real-world examples of successful client profiling:
- Amazon & Flipkart: “They track every move you make on their website. Your browsing history becomes their sales strategy.”
- Starbucks: “If I love cappuccino, I will only get cappuccino-related offers. That’s smart profiling.”
- OYO & Cars24: “I talked about selling my car at home, and within hours, I started getting push notifications from Cars24 and Spinny.”
How to Apply Client Profiling in B2B vs. B2C
One of the key audience questions addressed by Sahil was the difference in client profiling between B2B and B2C sales. He explained:
B2B sales require deep segmentation, focusing on company size, decision-makers, and long-term relationships. “In my line of work, only 0.5% of companies are actually relevant to me. I need to know exactly which ones.”
B2C sales involve high-volume, lower-value transactions, requiring a broader marketing reach but personalized engagement. “Swiggy and Zomato push personalized notifications based on your order history. That is refined B2C profiling.”
Practical Steps for Implementing Client Profiling
For businesses looking to implement effective client profiling, Sahil recommended:
- Start Small: “Use free tools like Google Analytics and LinkedIn Insights to gather initial data.”
- Leverage CRM Systems: “Maintain customer databases and track interactions.”
- Analyze Customer Journey: “Identify pain points and map out the sales funnel.”
- Personalize Marketing Efforts: “AI-driven recommendations and targeted messaging are key.”
- Refine Strategies with Feedback: “Keep evolving based on customer response and market trends.”
Sahil Fauzdar’s session provided valuable insights into the science of client profiling, demonstrating how a strategic approach can lead to better sales conversion, stronger customer loyalty, and optimized business growth. As he put it, “Client profiling is not an option anymore—it’s essential for business success.”
Watch the Complete Session here
