When prospecting, start by developing your ideal customer profile. List your top ten customers, (i.e., customers who buy the most and the most often) along with the type of business they are in, the title of the decision-maker and any other similarities you notice. Find other companies that match your top ten. They are potentially good customers for you. Then analyze your competition’s customers-they are your potential customers as well.
Do you know who your top ten customers are?
About The Authour
Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.