PART 13 – How to Find Your Ideal Customers?

Team iPOTT — Sat, 29 Aug 2026 00:32:00 +0000

PART 13-THE WHEEL STORY Yes, I know there has been a break to the Wheel Story. Actually a digital detoxing was needed.

The narrative of the wheel can be followed here.
(https://lnkd.in/gybf3Thc)

Max completed his first sale, at last. He didn’t expect it to take as long as it did. The journey, though, taught him a lot. He now had a pretty distinct image of his ideal client. He was certain that before making his next move, he would need to spend some time on the fundamentals.

He recalled the moments when he was certain that everyone was the target market for his invention, the wheel.

https://lnkd.in/gGRRH577 thankyousellingthewheel-digitalmarketingisdead-activity-6852179169590280192-HHVI?utm source=linkedin share&utm medium=member desktop web

Although he was aware that he needed to clearly define who would be his ideal client, he also understood that, eventually, perhaps, everyone would be a client for the wheel. So now he needs to decide on his current point of focus. The enthusiasts, Visionaries & Pragmatists.

[ In the modern world, there is a well-known technology adoption lifecycle with five stages. The phases describe how a new product or feature is accepted by customers.

The traditional normal distribution, sometimes known as the “bell curve,” is typically used to represent the adoption process over time.

Agricultural scholars Beal and Bohlen first outlined the demographic and psychological (or “psychographic”) features of each adoption group in 1957.

These were the five stages.

Innovators had larger farms, were more educated, more prosperous, and more risk-oriented. – THE ENTHUSIASTS
Early adopters were younger, more educated, and tended to be community leaders. – THE VISIONARIES
Early majority were more conservative but open to new ideas – THE PRAGMATISTS
Late majority were older, less educated, fairly conservative, and least socially active – THE CONSERVATIVES
Laggards were very conservative, had small farms and capital was the oldest and had the least education – THE SKEPTICS

This model has subsequently been adapted for many areas in the late 20th century. ]

Any business that wants to expand into new markets or bring a new product to an existing market will benefit greatly from using this methodology.

The optimum consumer profiles can be easily determined using this methodology.

This methodology makes it simple to create profiles of your ideal clients.

The ‘innovators’ will give you the first breakthrough and the “early adopters” & “early majority” should be the main focus of all your marketing and sales efforts.

Now back to Max.

Along the route to his first sale, Max had a list of questions. These inquiries will assist him in creating his “BUYER PERSONA (BP)” and “IDEAL CUSTOMER PROFILE (ICP)”.

Grab a notepad and a pen ready to jot down your relevant business-related answers.

#thankyousellingthewheel #ipott

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Can a Stranger Trust You in 30 Seconds?

Team iPOTT — Tue, 25 Aug 2026 04:30:00 +0000

The 30-Second Credibility Test for Your Business.

The Credibility Test for Businesses, Consultants, Coaches, Founders and Professionals

Most people think they have a lead generation problem.

In our experience, they usually do not.

They have a credibility problem.

Think about the last time you wanted to buy a product, hire a consultant, engage a service provider, join a course, or even shortlist a vendor.

What did you do first?

You searched online. You visited their website. You checked LinkedIn. You looked for reviews, recommendations, testimonials, articles, videos, case studies, or any evidence that they knew what they were talking about.

In other words, you were looking for proof.

Today, prospects do exactly the same thing before they contact us. Before they reply to our message. Before they attend our webinar. Before they fill out our enquiry form. Before they buy.

The uncomfortable truth?

Many businesses fail this credibility check without even realizing it.

So, let us find out where you stand.

The 30-Second Credibility Test

Give yourself 1 point for every YES. No overthinking. No internal justification. Answer as a stranger would see you online.

1. Online Presence

[ ] Our website clearly explains what we do.

[ ] A visitor can understand our services within 30 seconds.

[ ] Our contact details are easy to find.

[ ] Our website looks active and up to date.

[ ] We regularly publish useful content.

Score: ____ / 5

2. LinkedIn Presence

[ ] Our LinkedIn profile clearly explains our expertise.

[ ] We post regularly.

[ ] Our content demonstrates knowledge, not just promotion.

[ ] Visitors can see evidence of our work.

[ ] Our team members actively represent the brand online.

Score: ____ / 5

3. Proof of Expertise

[ ] We have client testimonials.

[ ] We have case studies or success stories.

[ ] We showcase our experience and achievements.

[ ] We share practical insights from our work.

[ ] People can easily understand why they should trust us.

Score: ____ / 5

4. Market Visibility

[ ] We are visible where our prospects spend time.

[ ] People regularly engage with our content.

[ ] We are recognized within our industry or niche.

[ ] Prospects can find information about us through search.

[ ] We are remembered even when people are not buying today.

Score: ____ / 5

Your Score

Score	Stage	What it means
0-5	Invisible	You may be good at what you do. The problem is that very few people know it. Prospects cannot trust what they cannot see.
6-10	Visible but Uncertain	People can find you. But they may not find enough reasons to choose you. This is where many businesses get stuck.
11-15	Credible	You are building trust. Prospects can see evidence of your expertise. You are creating confidence before conversations begin.
16-20	In Demand	Your online presence is working for you. Trust is being built continuously. Prospects arrive already more confident that you know what you are doing.

The New Buying Journey

A few years ago, marketing was largely about visibility.

Today, visibility is only the first step.

Every prospect is carrying out their own research. Every prospect is comparing options. Every prospect is asking one silent question:

Can I trust these people?

The answer is rarely found in an advertisement.

It is found in your online presence. It is found in your content. It is found in your consistency. It is found in the proof you leave behind every day.

Why Credibility Matters More Than Ever

Many businesses spend money generating traffic.

Some spend money generating leads.

Very few invest in generating credibility.

Yet credibility influences almost every marketing outcome:

Higher response rates
Better quality enquiries
Shorter sales cycles
Improved conversion rates
Stronger referrals
Better client retention

When credibility increases, marketing becomes easier.

When credibility is missing, every lead costs more.

Introducing CredibilityGen

At iPOTT, we have always believed that marketing in a digital world is not about shouting louder.

It is about becoming easier to trust.

That belief has shaped FrogJump – our bite-sized marketing service path for businesses that want to start, strengthen and scale their online presence one practical step at a time.

The journey is simple:

HOP
VisibilityGen
Helping people discover you.

JUMP
CredibilityGen
Helping people trust you.

LEAP
TrustGen
Helping people engage with you.

Because leads are rarely the first step.

Trust is.

And trust is built long before the first conversation begins.

One Final Question

If a stranger discovered your business today and spent 30 seconds researching you online…

Would they trust you enough to contact you?

If that question makes you pause, it may be time to work on credibility before chasing more leads.

FrogJump is now Live. Explore how VisibilityGen, CredibilityGen and TrustGen can help your business grow in a digital world. Hop. Jump. Leap. Start here.

At iPOTT, we help businesses succeed in a digital world. Because #DigitalMarketingIsDead. Marketing today is simply marketing – and credibility is one of its most valuable assets.

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PART 12 – MAX, FINALLY SOLD HIS WHEEL

Team iPOTT — Sat, 22 Aug 2026 05:20:00 +0000

PART 12-THE WHEEL STORY (Do follow the wheel story https://lnkd.in/gybf3Thc)

After the demo, Max felt certain that he had closed the sale.
He had mentally prepared himself to answer and persuade with a “reason to buy now” justification.

The Quarry owner gave Max a contemplative look and said, “I have no doubts that your wheel will help me sell far and wide and I am willing to go ahead and place an order for 4 wheels” he then paused “but….”

Max did not allow him to finish his sentence. Max said with confidence “I would like to suggest you buy a minimum of 14 wheels.”

The Quarry owner looked surprised ” 14 wheels all at once? Why are you proposing that?”

Max had made observations at the quarry over the last few days. He made careful note of it.

The Quarry was massive, with men working at the very bottom, mostly muscular men. One group of men worked hard to break enormous chunks of rocks. The first batch of rocks had no discernible shape.

There was a second group of workers who pared the rocks to give them a shape. Some of the large blocks were shaped into rectangular slabs and others into smaller blocks.

There was another group of muscular men who lifted the blocks and slabs, carefully without damaging them, to the quarry’s upper surface.

That is when Max realised the Quarry owner would be faced with a massive demand-supply problem. Carrying the slabs to the surface took longer and was more challenging. There will be a resource gap.

Max began to think. This gap will delay the use of the Wheel for transporting.

It was at this point a thought occurred.

If his new invention, the wheel, can move heavy objects on the ground surface, why couldn’t they be used to pull heavy objects up?

What is the reason for his invention’s limitations? Why can’t his wheels move up and down if they can move forward and backwards?

What’s to stop him? Max found a solution.

The quarry owner asked Max again “14 wheels? Also, I think I will have a supply issue, you see..”

Max cut him short again and beamed “I am going to give you a pulley”

“A what?”

“A-Pulley, just like the wheels are going to help you move huge loads to faraway places, the pulley will help you lift the load from the quarry pit to the surface”

Max went on to explain how the wheels can be used to pull or lift huge objects. He had drawn an illustration to explain the working of a pulley.

The Quarry owner looked at the drawing wide-eyed. He had no words. Max has solved his supply issue. But will the pulley work? The quarry owner was willing to risk it.

Max then explained the logic behind 14 wheels “2-3 smaller wheels for the pulley, a pair of wheels for short-distance movement….”

The quarry owner cut him short and said “Max, get me the 14 wheels with the axels. Set up the pulley for me…I would like to see it work”

Max has given the Quarry owner a “reason to buy now” and thus Max made his first sale!

#thankyousellingthewheel

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FrogJump Takes Its Next Leap

Team iPOTT — Thu, 20 Aug 2026 04:00:00 +0000

A few years ago, we introduced FrogJump with a simple idea.

The idea was born !!! Check out.

Not every business needs to dive straight into a large marketing engagement. Sometimes, the right way forward is to HOP, sometimes to JUMP, and sometimes to take the full LEAP.

That idea stayed with us.

But FrogJump did not stay the same.

Between that first introduction and today came campaigns, client engagements, experiments, conversations, responses, failures, successes and a great deal of learning.

And somewhere along that journey, FrogJump became much more focused.

Today, FrogJump is about LinkedIn growth

LinkedIn has become an important part of how founders, consultants, experts and businesses build visibility, credibility and relationships.

But simply being active is not enough.

Posting more does not automatically create trust.

Adding more connections does not automatically create conversations.

And automation alone certainly does not create credibility.

What matters is who we engage with, how consistently we show up, what signals we create and how all those activities work together over time.

That is where the new FrogJump comes in.

FrogJump is an expert-led LinkedIn growth service, supported by AI and automation.

Not automation replacing marketing judgement.

Automation supporting it.

HOP. JUMP. LEAP.

We have retained the original FrogJump idea, but the three stages now have a much clearer purpose.

HOP — VisibilityGen
Get seen by the right people.

JUMP — CredibilityGen
Move beyond visibility and become someone worth noticing, following and responding to.

LEAP — TrustGen
Build deeper familiarity and trust that can eventually create meaningful business opportunities.

The objective is not simply to generate more LinkedIn activity.

It is to make that activity work harder.

What changed?

A lot.

FrogJump today is shaped by years of hands-on campaign execution.

We have seen how prospect selection changes response.

We have seen how profile positioning influences whether someone accepts a connection.

We have seen the difference between generic engagement and engagement that actually demonstrates expertise.

We have also learned where AI and automation can save enormous amounts of time — and where human judgement still matters.

That experience has gone into building FrogJump as a structured service rather than a collection of LinkedIn tactics.

Why expert-led matters

There are plenty of tools that can automate LinkedIn activity.

FrogJump is not another automation tool.

The strategy layer remains human.

Targeting, prospect filtering, positioning, engagement planning, messaging decisions and ongoing optimisation need context and judgement.

AI and automation help us execute consistently and efficiently.

But the direction still comes from marketing expertise.

That distinction is important.

From an idea to an execution engine

When we first introduced FrogJump, we described it as a way for businesses to take smaller, more manageable steps into marketing in a Digital World.

That philosophy remains.

What has changed is the depth behind it.

FrogJump now brings together structured LinkedIn activity, expert intervention, AI, automation and years of real campaign experience into one focused service.

Get seen. Build credibility. Grow trust.

That is the FrogJump journey today.

And this is its next leap.

Explore FrogJump at frogjump.in

Expert-led LinkedIn growth. AI- and automation-supported execution.

#FrogJump #LinkedIn #LinkedInGrowth #Marketing #DigitalMarketingIsDead

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PART 11-DON’T SELL YOUR WHEELS…

Team iPOTT — Sat, 15 Aug 2026 04:03:00 +0000

PART 11 – THE WHEEL STORY

Any Jimmy McGill (Saul Goodman) fans out here?

I dislike his unconventional (sometimes illegal) ways of selling, but he can sell anything to anyone without a doubt. On one occasion, he puts up a sign on his store that says,

” We sell privacy here.”

And guess what he was selling?

Keep guessing…

Now for the Wheel story, Max was all set for the demo. (you can follow the wheel story here… (https://lnkd.in/gybf3Thc)

The next day, the Quarry owner and his entire team gathered to see what Max had to display.

Max had arranged two wheels with an axel for the demo. But he had the whole arrangement covered to have a grand opening.

And also a race.

There were two teams, each standing next to huge rocks that needed to be moved. The Teams will move the rocks across till the finish line.

Team A moved the rocks as per the existing practice – tied ropes and dragged them across the ground.

Team B will move the stone using the innovation of MAX – the Wheel.  To add to the excitement, Max added more rocks to Team B.

The result was as expected. Team B finished the race much ahead of Team A.  Team A covered 10% of the distance when Team B Finished the race.

The crowd watched with a WOW, having not seen anything like the Wheel in their lives before.

The quarry owner could not believe his eyes.  He came closer and examined every part of the Wheel and asked Max dozens of questions.

Max knew that he had given the query owner a “reason to buy”.

Max has managed to sell him an “opportunity”!!

Now it’s time to give him a “why buy now” reason. He was ready with it.

Do you still sell wheels to your prospects? Don’t!

#thankyousellingthewheel #digitalmarketingisdead #ipott #marketing #digitalworld #frogjump #diymarketing #opportunity #privacy

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PART 10 – DONT SELL UNLESS YOU CAN

Team iPOTT — Fri, 07 Aug 2026 22:06:00 +0000

You can follow the wheel story here… (https://lnkd.in/gybf3Thc)

Max walked into the room where the Quarry owner was seated. He was sure of his sale this time.

He started the conversation with the value statement. ” I want to discuss an opportunity which can increase your revenue.” He got their attention.

Max learned from his Mentor that getting the prospect’s attention within the first 60 seconds is crucial.

The Quarry owner asked, “So what are you selling to me?”

Max immediately said, ” That is not important right now, I am thrilled to see the way your quarry is functioning, and I wanted to understand more about your business.”

They discussed for hours. Max gathered a lot of information about the business and the smooth functioning of the Quarry.  Max was ready to pitch his innovation at the end of the conversation about the quarry business.

Mas asked, “I am amazed to see the quality of finishes your slabs have; you can sell far and wide” “Why are you not selling your stones to the pyramid construction site?”

“I would love to” continued the Quarry owner, “But it is practically not possible. The site is too far away, and the expenses to drag the stones to the site will be very high. Far too many resources are required. We could even get elephants, but we will not be able to match the price of the competitor.”

Now is the time, thought Max, “What I have to offer you will change the game for you”, said Max. “I can give you the power to move your stones to the pyramid or any other place quickly and cost-effectively.”

“A flying carpet”, laughed the Quarry owner. All others around him shared the joke. Max laughed too, and said, “It is far more effective, practical, simple, and you can use it as many times you wish.” “You can now do all business you wished for and dreamed off.”

“Really? So what is it?”

Max, at this point, felt describing the Wheel would not make an impact. He beamed. “I will show it to you because you have to see it to believe it,” said Max “we will meet precisely at the same time tomorrow.”

Max rushed to get ready for his demo.  He planned every move. He not only wanted it to be entertaining but also compelling.

This demo will be the ‘reason to buy for the quarry owner.

#thankyousellingthewheel #digitalmarketingisdead #ipott #marketing #digitalworld #frogjump #diymarketing

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PART 9 – WHY WOULD A CUSTOMER BUY WHAT YOU SELL?

Team iPOTT — Sat, 01 Aug 2026 01:42:00 +0000

Are you following the wheel story? (https://lnkd.in/gybf3Thc)

Max was all set to find his Ideal Customer in the Faraway land. He was ready to tick his checklist of B/RTB/WBN against the Prospects. He now knows what to look for…

He revisited the Pyramids, but this time with a keen eye.

He studied the number of pyramids coming up.
The phase at which the work is progressing.
The number of stones/slabs moved by each strong man.
The total number of men working around each Pyramid.
How many hours does each man work?

He was very proud of himself, looking at the data he collected. He noticed the Officers responsible for building the pyramids were watching him. He waved at them with a smile. They noded, recognising him, with a “what a waste of time” look.

Max was happy that the Officers remembered him because of his innovation “the Wheel”.

Max then moved further away from the Pyramids. He wandered, studying the places, people and what they were selling. (What we term as a Market Survey in today’s world).

He noticed a group of ‘strong men’ getting back from work one day. Max assumed they were from the Pyramid site. It is a long way from home, he thought. He got into a conversation with them.

“How is the Pyramid construction going on?” he asked.

“What Pyramid?” they exclaimed. Max was surprised. He had assumed only Pyramid building needed very strong men in large numbers.

“Where do you all work? What do you do?” inquired Max.

“The Quarry,” one of them said, “We work at the quarry.”

A quarry is typically a large, deep pit from which stone or other materials are extracted.

Max spoke to them and realised that the Quarry extracted stones and supplied them to nearby landowners and even the Pharaoh to construct houses, barns & the Palace.

Max decided to visit the Quarry the next day. He walked with the strong men and reached the large Quarry, the largest he has seen to date. He watched the strong men break the rocks, cut them into smaller pieces. Some of the big rocks were made into slabs.

Max knew without a doubt, ‘he found his ideal customer’. He was willing to jump with joy.

Max was ready to pitch his innovation. He knew the benefits (B), the Reason to Buy (RTB), and the Why buy Now (WBN/CTA) for the Quarry owner.

Max requested a time and walked into the Tent of the Quarry owner with a smile and full of confidence.

What, according to Max, is the “reason to buy” from the perspective of the Quarry Owner?
Will Max make his first sale?
Has he got the RTB & WBN, right?

What do you think are the “reasons to buy” from your customer perspective?

#thankyousellingthewheel #digitalmarketingisdead #ipott #marketing #digitalworld #frogjump #diymarketing

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PART 8 – What are the B, RTB & CTA for your product?

Team iPOTT — Sat, 25 Jul 2026 01:10:00 +0000

You can follow the wheel story here… https://ipott.com/blog/category/the-wheel-story/

It was time for Max to find his ideal customer. He sat down to work on the list of Prospects. He took out his previous list and added an “objection” against them.

1⃣ Farmers – they need to move a lot of mud, dirt, produce and all kinds of things from one place to another. The Wheel was beneficial to them. But they could not afford it. Even if they take a loan and buy a wheel, the returns will not make up for spending, for time infinite. The ROI for the farmers was not appealing.

2⃣ Caravans – (In ancient days, a caravan was a group of merchants, pilgrims, or travellers journeying together, usually for mutual protection in deserts or other hostile regions.) The Wheel was not tested for uneven surfaces, water etc. The Caravans were not convinced of the utility.

3⃣ Builders – (like those building pyramids) those in the construction business. The builders could see the utility and understand the ROI, but Max could not give them a reason to buy (at least immediately).

Max did not delete the above three prospects from his list. He knew someday they would have the motivation to buy. But not now. He realised a few other aspects in the process.

His prospects were –

People he knew – Farmers from his neighbourhood
Caravans whom he has heard of – from other villagers.
Builders – whom he had seen during his travel

Max’s prospect list was based on his limited understanding of the market. Max did not explore beyond the known. Max tied to fit all his product benefits into the prospects known to him.

He now realised the last few months of his “attempt to sell” has given him new insights. He sat down to see how he could use his newly acquired knowledge to ‘identify his ideal customer and make a sale.’

He went to his Mentor to share what he had learnt.

All benefits are not equal.
Benefits alone are not motivators
Exploring the entire market is a must before you start to sell. (market research)

He beamed and looked for acknowledgement. His Mentor smiled back.

His Mentor said, ‘You are very close; I will sum it up for you. Three factors are essential to close a sale once you reach out to your ideal customer. The B, the RTB & CTA.

B – Benefits specific to the ideal customer
RTB – Reason/s to buy from the customer perspective
WBN / CTA – Why buy now, i.e., Call to action (in today’s world)

Once you approach your ideal customer with specific answers to the above three questions, you will close a sale.’

Max planned another trip to the faraway land, not just the Pyramid, but all its places. He was very sure the IDEAL CUSTOMER for the Wheel would be identified during this trip.

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PART 7 – Your Top 5 Sales Objections!!

Team iPOTT — Fri, 17 Jul 2026 22:55:00 +0000

Yes, the Wheel is a revolution. No one doubts that. (are you following the wheel story? (https://lnkd.in/gybf3Thc)

But Max could not sell it; he had many hurdles. Technically they are called ‘objections’ in the selling process.

1. The competition is an established technology. i.e. the conventional way of doing things.

2. People do not want to change, at least voluntarily.

3. No one understood how to use a Wheel. That means the benefit from a wheel was not recognised. Everyone knows what to do with fruits. Everyone knows how to ride a camel. But no one knew how to use a wheel.

Max had tried to give away a FREE wheel to every enthusiastic individual who wanted to pay later or who did not have enough money to pay. He imagined that since it is free, these people will use it, understand its benefits and share the story with the whole world.

One day, one person returned the Wheel after a few days saying, ” It didn’t suit my drawing room” Max was shocked . The person said, ” I looked at its shape, and it was perfect for my home as a coffee table. But later realised it did not match my carpet, so here it is, please take it back”.

Max stopped giving away FREE Wheels.

4. The Wheel had a learning curve; no one was ready to invest time to learn.

5. The Wheel was ahead of time, according to the market.

Using a wheel to move stuff is not what the market is used to. People used camels, horses, elephants and strong men to move things. Max got a ‘suggestion’ from a very well known salesperson.

He said, ” Max, to sell your Wheel, you should first sell what people are willing to buy. Think of it, if you had men with strong backs and hands and outsourced them to the builders, as and when needed, they would be more than willing to give you a contract. Imagine this, you can add as many men you want on your rolls, then from the profits, you can buy horses, camel or even elephants”.

Max asked, ” And what about my wheel?”

“Surely, we can persuade the existing clients to buy the wheels at minimum cost.” He said, “This way, you have revenue, and you are also selling your Wheel.”

6. Market wanted changes to the Wheel.

A potential customer wanted to buy the Wheel but wanted it modified according to his needs. The Wheel needed redesign, combined with other components and then it may be worthwhile.

Max could not sell his “wheels” to make the long story short.

But he was learning a lot in the process

Max now had a list of “objections” for his product “The Wheel”.

He, in fact, made a beautiful document on the objections and his response.

(DO YOU HAVE A LIST OF OBJECTIONS AND RESPONSES TO YOUR PRODUCT OR SERVICE)

Despite all this, he still did not find the answer to the most important question asked by his Mentor – “who is your customer, i.e. the IDEAL CUSTOMER

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PART 6 – Potential customers are not Ideal customers

Team iPOTT — Fri, 10 Jul 2026 23:57:00 +0000

Are you following the wheel story? (https://lnkd.in/gybf3Thc)

Max felt his confidence crumble. It was shocking that the Mentor asked him the same question ‘who is your customer’.

After his setback with the builders, Max assigned the failure to sell, to two attributes.

One, ‘the pyramid builder’ is not the right choice; another builder would surely be his potential customer.

Second, he must learn some sales techniques or hire a good salesperson to sell to the ‘builders’.

But his Mentor’s questions killed both the options.

If not the builders, then who? Max recollected ‘”My potential customers are people who want to move heavy to very heavy stuff faster, easier and cheaper.”

Why is this wrong?

He looked at his Mentor for support. His Mentor smiled and said, ‘Max, the builders are your potential customers, but are they your IDEAL CUSTOMERS?’

Max was a bit irritated. ‘Is there a difference? Potential and ideal customers are builders, in my view.’

The Mentor said, ‘You have to identify your potential customers to get to your ideal customers. Potential customers are easy to identify, but ideal customers you have to make serious efforts’

Max now lost patience ‘All the efforts till date is wasted? I still can’t sell. Who is my ideal customer now?’

#thankyousellingthewheel #digitalmarketingisdead #ipott #marketing #digitalworld #frogjump #diymarketing

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