Archive for the ‘Target Markets’ Category

Wouldn’t you love to have a whole database full of customers like this? Customers who generate good profitability, are nice to work with, who value what you provide for them, and who recommend you to their peers?

Identifying the companies that would meet these criteria for your particular business is what it means to find your “target market”.

Targeting markets means consciously deciding on which doors you knock in order to get the greatest return for your sales and marketing investment.

Companies aren’t allowed to fire customers – customers are only allowed to fire companies. Wrong!

When you’re beyond the immediate worries of entrepreneurial cash flow, you can start to focus on profitability, enjoying the work you do, and enjoying the customers you work with – luckily these three things happen together when you have the right customers.

Business is starting to pick up. Money is becoming more available. Optimism is growing. Companies are starting to hire. Or at least trying to hire. . . In some industries we’ve come full circle to “pre-recession” times when jobs are available but there aren’t enough qualified people […]

Why should your prospects buy from your company rather than your competitor? Can you and your salespeople clearly and effectively answer that question?

Take the challenge: answer it yourself – “Why should our prospects buy from us rather than Our Main Competitor?”

Was your response quick? Clear? Definitive? Something you could support with facts and figures?

Now try it out on your salespeople. Try it – just stop one in the hallway and ask.

Are you happy with their answer? If you were the prospect evaluating your company vs. your competitor’s would it be enough to swing the advantage towards you or was it sort of wishy-washy?

If you received a good answer, Congratulations! I’m sure it’s paying off in increased profitability. If you weren’t thrilled with the response then your prospects probably aren’t either. You are leaving money on the table that could be in your bottom line!