Day 1 of the 28 Days to Better Selling

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Today is Day 1 of the 28 days to Better Selling. Over the next 28 days you will work on 28 small shifts that will add up to a significant improvement in the way you sell.

Today’s topic is on “The ABC’s of Targeting.” Watch the video ( or direct download) here, and complete the 5 steps outlined below:

  1. Make a list of all possible criteria
  2. Pick the top 5 to 7 that are absolutes
  3. Compare that to your last 10 business transactions
  4. Answer the question: What could you do to better target or profile clients?
  5. Visit http://closingbigger.net to share your thoughts in the comment section.

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May 18, 2009 · Filed Under * Sales Podcast, 28 days to better selling

Comments

  • Hi Shane, this is a great podcast. I remember doing the exercise before, but the trouble was that you're right, the last 10 people were not in my ideal target market at all. And though I'm new to the game I know that if I focus on the short term gains it's not going to work out. It really helps to list at least 7 and then as many as possible. Looking forward to some great advice Shane.
  • Great podcast. Every now and then you need to step back and evaluate who is making you money and how much time you are devoting to them. It's just a smart way of allocating your resources.
  • Excellent Podcast. I have been on the right track in terms of profiling “A” category customers, and it is absolutely true that we should look at combinations of corporate criteria before we conclude the classification. I also believe focus targeting should be combined with the right frequency to produce high results and justify the investment.
  • You have to remind your customer of who you are constantly. its not that they don't want to refer. We mail out monthly newsletter to remind clients of us. This reminds them of who we are and what we do. I would estimate that roughly 40% of our business is referrals. They are the most lucrative and easiest to please.
  • After completing the exercise I realized the last 10 jobs definitely are not A clients, most of my clients are not return customers because of the type of work I provide, that being said referrals would be my substitute for a return customer. I never seem to get referrals my only thought is that my clients do not want their friends to have the same art as them. i look foward to the next 27 days of better selling
  • Great Podcast. The bit about acquiring new customers vs retaining existing customers reminds me of Cable and telco companies.
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