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

WHY DEFINE A TARGET MARKET?

Ultimately, this step is necessary because you need to narrow your focus to a smaller target than every person and every company in the country (or the world). For example, as of 2009, there were about 27.5 million businesses of all sizes operating in the United States, according to the Office of Advocacy of the U.S. Small Business Administration.¹ Trying to reach all 27.5 million businesses is a time waster because only a small fraction of those businesses are likely to be qualified candidates for what you are selling.

Likewise, if you’re selling to consumers rather than businesses, there are 311 million people in the United States, according to the U.S. Census Bureau.² Again, out of that huge number, only a small ...