Choose Your Best Prospects
Three important steps to identifying and pursuing top prospects.
By Kim T. Gordon
Your business success depends on the customers or clients you choose. Sound far-fetched? Here's what I mean.
Suppose Jane, Dan and a group of their friends get together for a touch football game. Jane, one of the team captains, chooses all the best players for her side, and Dan's team is comprised of the remainder. With all the best players, Jane's team wins easily. Now suppose that Jane and Dan own competing companies. Jane identifies her best prospects and actively pursues them, winning all the most desirable clients. Dan takes a less direct approach. He puts out "feelers," and slowly spreads the word about his company. Then he sits back and waits for the telephone to ring. While Dan wins some clients over time, they're smaller, less desirable accounts than Jane's. And Jane's company sprints ahead.
Successful business owners choose their best prospects. They don't wait for prospects to choose them. Follow these three important steps to put this strategy to work for your business.
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