Indentify the right prospects and customers and increase revenues
The right prospects and customers will increase your sales and bottom line!
Find the best prospects for your business and work smarter by knowing who your best customer is and targeting them. We all have limited resources so be selective about your prospective customers. Not everyone is your potential customer but many companies target them all. Why should you spend limited resources on reaching leads that have little or no chance of conversion?
Do this well and you will be rewarded greatly not with just more customers but better customers, ones that want to work with you, ones that value and appreciate your services. Think about getting just 5% more customers, now think about getting 5% more sales or revenue from all your customers and finally consider that you keep 5% more of your customers from leaving you. That will really add up and those are very conservative estimates.
To do a good job defining your customer you need to start at the beginning. This is a good time to review your mission statement, your companies purpose and the vision you have for the future. Knowing this lets you define the prospects that will not just generate revenue but also customers that will support where you want to go and provide the company growth in addition to sales.
WhiteBoard Group Business Coaching www.wboardgroup.com uses a number of tools to help you dig deep and explore this in detail, leaving you with a detailed view of the best customer for you company such as “The Six Questions Prospects Want You to Answer Before They Buy From You”. Created by Ron Finklestein and used in our “Business Growth Experience” program.
I recommend you create a client profile or “avatar” of your customer. This is literally creating a virtual, ideal customer that will be used as the target for you prospecting efforts. Your customer avatar should include traits such as:
has a two or three car garage. Bob is married and has children He has aspirations to be able to retire before he is 65 although he will most likely always do some sort of work. Bob is a driver and likes to get things done, he wants to make an impact on the world. He prefers the freedom and challenges that working for yourself can provide. He has reached a sticking point in his business and is frustrated. Bob has even toyed with the idea of going “back to work” and enjoying a regular paycheck and benefits but deep down he know this will never satisfy him. He feels like he needs a part time business partner to help him redefine the vision for his company and to set goals. He knows what’s important for his business but the urgent always seems to get in the way, there are just too many things vying for his attention and not enough hours in the week! He needs someone at his level to keep him accountable, to ask the hard questions and give have realistic, honest feedback…
You get the idea here!
Tom Schroth, aka “Business Yoda”, is an Entrepreneur, Speaker, Sales Trainer, Marketing Expert, Business Growth Consultant and Founder of WhiteBoard Group. Tom’s background is in start-ups, turnarounds, sales & acquisitions and franchises. He works with businesses to identify opportunities that will lead to increased sales and revenue using strategic analysis, marketing development and sales force improvement to help them “Perform at Their Highest Levels”. www.businessyoda.com
Do you have a business you want to take to the next level? We would love to hear from you!
Tom “at” wboardgroup.com | 888-724-7684 (888-Schroth) | www.wboardgroup.com