Who Cares if Prospects “Fit?” You Should!

Over the past several years, most of us would say that any prospect with a pulse is a good prospect. But the reality is there are a number of other criteria that actually determine who is the best target. The stronger the fit of the prospect, the better chances you have to turn them into a profitable customer.

Given that the most limited resource you have is time – a random approach to working your sales territories has the potential to leave a lot of unclaimed revenue on the table.  Not to mention your valuable time, blowing around like leaves in the autumn wind.

Over the years, we have preached the importance of “doing your homework.”  This is not just a cute tagline; this is a serious strategy for everyone who needs to make sales.  In archery, hitting a target is a lot easier and more productive if you are aiming at the right target, and within reasonable shooting distance from it.  If that same archer was blindfolded, and spun around a few times before shooting, how many bulls-eyes would he hit?  How many times would he even hit the target?

Doing your homework, especially regarding your target prospects, will help you aim and focus on the right target, to increase your chances of a hit on each shot you take.  This is just smart business.

Please read my article on Creating a ‘Customer Fit Index’ for your Sales Territory” for some ideas on how to focus on the right targets.

— Lisa Dennis

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