While many sales leaders and professionals do not want to leave “money on the table” and feel compelled to offering “everything” to “everyone,” a recent study by Hinge Marketing confirms that narrowing the focus of your service offering improves, rather than hinders, growth.
In fact, the study found that High Growth firms were almost three times as likely to be highly specific and detailed about identifying and working with ideal target clients.
Regardless of world class consultative selling training skills, if you offer too many options that are not differentiated from your competition, your customers, sales force, and revenue will struggle.
Do not confuse your customers. Focus your service offering on what your clients value most and where you know you will win. Once you know who you want to talk to and are confident that you should win their business (in their eyes), your next step is to determine the best way to identify and get in front of those clients.
