Do you understand which prospects are likely to become good, profitable customers and which ones won’t?
Do you know specifically why your customers choose to buy from you and know other prospects to approach who would probably buy from you for the same reasons? (This is beyond the market requirements of quality, delivery, and price.)
Finding the answers to the important questions – like those above – is what strategic marketing is all about.
The benefits of identifying the target BEFORE pointing the gun:
