Decisions
Now is the time of year when salespeople revisit their client base and make decisions about how they will prepare for the coming year.
What do you do to be ready?
Here are some thoughts -
1. Visit your current customers and find out what is going on with them
2. Create a profile of your ideal client
3. Develop a sales plan for approaching other companies/individuals who match that profile
4. Start working the plan
5. Evaluate at set intervals to make sure you are on the right track
How does that sound? There are two issues here. One is making sure you have a good relationship with your current clients. After all, you want to keep them. So don’t neglect them. The second issue is defining your target market. Knowing what your ideal client looks like can help you define that market. Usually your ideal client looks like one or more of your current clients. Another reason why visiting with them is helpful.
Give it a shot. I’ll be curious to see how it goes.