Wednesday, December 21, 2005

Making A List, Checking It Twice

Lists are not just for Santa.

As you plan you business development for 2006, you should make a list and identify your top prospects. If you do not know who you want to do business with, you may not recognize them. Nothing is worse than letting an opportunity slide past because you were not prepared.

I suggest that you first identify your fifty top current clients. Make note of their industry, how you originally landed the account, and reasons why they stay with you (rather than switching to the competition).

Now look for trends. Once you understand who your clients are and why they do business with you, it is easier to start looking at who should be your prospects.

If you identify your prospects in advance, it will make your cold-calling, networking and business development/sales activities much more easy to prioritize.

Only Six More Networking Days in 2005. Don't Waste Them!!!

Have A Great Day.

Thom Singer

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1 comment:

Chuck Brady said...

Hello Thom,

I think you make some very solid points here. I think that a small amount of time spent on planning and reflection have a big impact on how successful our new year will be.

I really like how you talk about understanding your current customers in order to get more like them.