Top billers in the executive search industry “work closest to the money.” They narrow down and work closest to their ideal prospects. The more I coach salespeople, it is crystal clear what the one’s who prospect from a 30,000 foot view have far less success than those who have done their homework on their ideal prospect.
The best way to start this process is take a look at the last few checks you have received and pinpoint the common characteristics. Dig deep. List at least five. What problem did you solve? Why did they write you a check? What are the commonalities?
It is so much easier to call directly into your target market. You don’t even have to cold call. Your call is warm because you are calling your ideal prospect.
Share with us: What problem do you solve for your ideal prospect?
For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-380-5431, email her at [email protected]. Connie can help you identify your ideal prospect.
Specializing in helping salespeople get their “ask” in gear!