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Selling to Your Best Prospects


“If I were to ask you to describe your best prospect, how would you answer? If you sell to consumers, do you know your prime demographic? If you sell B2B, can you describe your target customer in terms of size, industry or some other factor?”

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I’ve had many brainstorming meetings with business owners or marketing managers discussing customer recruitment strategies, and I’d be rich if I had a dollar for everyone who said, “Everyone is my target customer.”

To be honest, I’ve had that same thought run through my mind.

Thinking everyone under the sun is a target customer is an easy trap to fall into, and it only creates inaction or wasted effort when it comes down to making a sale. The first step in determining how to sell your product or service is to define who will actually buy it, and that’s not always an easy task. It requires a lot of critical thinking about the characteristics of your current top customers, where you can find customers just like them, how they best hear marketing messages and what your product/service can offer your prospects.

EVERYONE is not your target customer. Drill deeper. It will only make you more successful.