Monday, January 09, 2012
3 Questions Pinpoint Your Top Prospects
"How do I get in front of people?"
"How can I meet the decision-makers?"
Easy, if you start with how well you know your sweet spot customer.
Want to expand into a new government agency? Or are you looking for your first government contract?
Either way -- and especially if you've never sold to the government before -- what you know about your sweet spot customer is going to lead you right to the easiest government business you'll ever win.
So, who's your sweet spot customer? Not the one you'd like to have; not the one you want to have; but the one you have right now. You know they're your sweet spot customer because:
· They Pay You On Time
· They Come Back for More
· They Bring You Their Friends
They have your picture -- or, at least, your promotional magnet with your phone number -- on their refrigerators.
Maybe there's just one, Maybe there's a bunch. If you think of the normal distribution curve, together these sweet spot clients represent the peak of your profitability. Why? You're doing for them what you do best; that's why they keep coming back and referring their friends; and that means repeat business with minimal marketing and business development cost.
How'd you like your government business to be like that?
Now, it can be. My next blog post will tell you how.