Following our last week’s tip on how to “spring clean” your customers, this week we will share with you how to keep it “clean” by targeting high quality accounts from day 1!
Let’s define what is Prospecting:
Prospecting is not cold-calling. is not selling and is not about persuasion,
Prospecting is a “sifting” process.
That means that your main goal is to separate dirt from gold. Applying this concept, how do you know which customers are gold and which ones are dirt?
Target your prospects based on what they want. To do so, first make a list of what characteristics you are looking in a “gold” customer. For example, a “gold” client for you would be a company that participates in Trade Shows regularly. Find companies that are already doing that, that wants to participate in Trade Shows regularly.
Who should yo