Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Your Target Market Action Plan

Take these steps and ask yourself these questions:

1. Are you selling business to business (B2B) or business to consumer (B2C)?

2. Define your target market clearly.

3. What are the most distinguishing characteristics of your target market prospects? This list may include revenue, age, location, type of business, lead source, and so on. List at least four.

4. What is the buying process for your targets? Start at the top of the corporate ladder, not the bottom.

5. Why are these companies or consumers your best prospects? How do they look like or behave like the top 20 percent of your existing customers? Quantify how much business they could reasonably do with you (or how much current customers like them have done). ...