Recently I asked a young sales woman "who is your ideal prospect?" She said "anyone with skin." That's clever. It got my attention. However, when she revealed that her basic skin care package is $300 and her customers pay around $125 per month for their skin care products, "anyone with skin" is not her ideal prospect.
In reality, her ideal prospect is a woman who has disposable income of at least $1,000 a month who cares about her skin and will invest in high-end skin care products.
Make a list of your ideal prospect. You need at least 7-10 specific characteristics. Then make a list of where you will deviate from your ideal. This is so important to know. Make your third list of who is not your prospect. Then etch those three lists deeply in your mind. (Frank Lee from Sales Academy shared this tip several years ago and it made a huge difference in my prospecting success https://www.sales-acaedmy.com. Frank specializes in training farm equipment salespeople.)
Last week I ran into a prospective client who desparately needs my service. However, she is not my ideal prospect and I chose not to deviate from my ideal. You have so much time in the day, and unless you need practice, the more you focus on your ideal the more success you will have. Because guess what? Your ideal prospect needs your product or service!!
Get a pencil and start writing. You will be so grateful that you did this important homework. It will save you thousands of hours in the long run. You won't be chasing someone who is not going to buy from you anyway.
Connie Kadansky, Sales Call Reluctance coach, helps salespeople get their ask in gear and prospect confidently and consistently. email@example.com 602-997-1101 www.exceptionalsales.com