Article 101

Two no investment resources that enable you to double your sales productivity virtually overnight.

This is a very short tip.... very powerful... is a key strategy that I employ with all of my coaching students and training clients to focus them solely on high probability targets.... and how you can do the same.... now ... with no-in-vest-ment.

FACTS

1. You want to clone your best accounts/clients.
2. Those most likely to buy from you resemble your current good clients.
3. You are probably investing (wasting?) way too much of your prospecting and sales time with suspects and prospects that don't
fit the profile of your current good accounts.
4. There are more suspects that DO fit the profile of your current good accounts than you have time or resources to contact.
5. You are not focusing on this group because you are not sure how to identify them.
6. Your problem is solved below - free.

HOW TO SOLVE THIS PROBLEM

1. Take a sheet of paper and create six columns.
2. Label the columns as follows.
A. Client
B. Address
C. Primary SIC code
D. Secondary SIC code
E. Revenue range
F. Employee range
G. Other
3. In the first two columns list the names and addresses of...
A. Your top clients you want to clone.
B. Your competitors top accounts.

4. Go to a local public or university library. If they have access to the "ReferenceUSA" or "Hoovers Online" databases (Hoovers may no longer be available,) look up each of the companies you have listed. Make note in the other columns of their SIC codes, revenue ranges and employee ranges. In the last
column make any other notations you think may be helpful.

5. Do this with at least 50 if not 100 accounts.

6. Review the list and look for common groupings of sic codes, revenue ranges and employee ranges.

Your likely result will be that 80% or more of your best accounts... and your competitors best accounts will fit into a certain profile.

Once you know that higher probability higher close greater worth profile, you can use the same tools to identify all the specific companies within your geographic target area that fit that profile.

Work them first.

Stop investing time with targets outside that profile thinking "you never know" or "I don't want to miss anybody." Overworked underpaid salespeople say things like that. Don't be one of them.

If you do this, you schedule more appointments, close more sales and increase your average account size.

There is more to this of course, but what do you want for free?

Best wishes,
Scott Channell

copyright 2006-2009 scott channell

Article 88	2 Resources Identify Best Targets
	by Scott Channell