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best customers

With a solid lead flow from Sales Star, your business is likely to be growing at a steady pace. But it's still important for every sales person to consider if the prospect is someone they want to sign on as a customer. What kind of prospects turn into your best customers? Not only the revenue but what they contribute to the bottom line.

The only way to determine this is to analyze who are your company's best customers? Who are they and what makes them so valuable to your company? Are they in a specific industry? Are they located in a specific part of town? Your goal should be to add more companies that fit the same profile. It makes sense to create several profiles of your customers. Some categories might be top performers, solid but smaller, high revenue but low profit, and un-profitable. You can break them down into as many categories as makes sense for your business.

When any Sales Star lead comes in, you should respond to it quickly and professionally. You might also consider “scoring” them based on the customer profile category. This gives you a starting point on how to quote them.

Another way to add quality clients is to create a top 25 prospect list. Then do detailed research on the company. Who is the CEO? Do they use social media sites like Linked In, Facebook or Twitter? Are they part of the local chamber of commerce? Your goal should be to find mutual contacts and arrange a meeting with someone in the company. Leverage your contact to find out what needs you can help them out with and work your way to the decision makers.

If defining your top 25 prospects is a challenge, then use the local business journal to find out who are the top businesses in the area. Another strategy is to pick verticals that your best customers are in (such as printers, hospitals, etc.) and dominate that market. If you attend association meetings and learn the industry better than your competitors, you will become a trusted resource. The goal is to get referrals.

It is absolutely true that you cannot be everything to everybody. And it is impractical the think that you can market to everybody. If you want to improve your business's bottom line, you need to focus your advertising efforts on those folks who are most likely to turn into super customers.

So find out what is the most profitable service that you offer, know it better than anyone else, understand how it benefits your best targets, be excited about it, and go sell it.