Do you know your ideal target client?
As a consultative salesperson, the more accurately you can define your ideal target client, the more you can avoid wasting time on unproductive sales calls.
It does not serve you or your company well to spend time and resources on trying to “sell” a prospect if they don’t fit the description of a client who needs your product/service and who has the resources to invest.
Here are four categories that will help you draw a picture of the clients you want to meet and pursue:
- Industry. Be sure they are in an industry you know well and you can serve with your product/service expertise.
- Size. Match your capability to deliver successfully with the size of the client company in terms of employee numbers, annual revenue, and geographical spread.
- Buyer Role. Seek the buyer in the function and at the level for whom you have been most successful.
- Key Problem. Define your “sweet spot” in terms of the business problems you are best able to solve.
- Personality Type. Know your own personality type and the kind of person you communicate with most effectively.
