Right Targets

Have you ever gotten a new client only to regret it months later? It has happened to all of us. However, the problem is even greater than it looks on the surface.

Problem clients often keep us from doing our best work. They take more time, more energy, and bring a lot of negative energy, if they are not satisfied with the work. In turn, this distracts us and keeps us from providing our best service to our ideal clients. While firing problem clients is a good idea, an even better idea is to target only the right types of prospects to start with.

Right Target

How do we choose a Right Target? The best way is to look at your client base. Who are your best clients? These are the clients you can service effectively and are happy with the service and results you provide. And in most cases, they are also your most profitable clients.

Look at your ideal clients. Is there a common industry, company size or geography? What else do that have in common? Culture? Goals?

Once you figure out the company profile, then look at the buyers. Who are the right people to buy your services? Is it a one-on-one sale? Or, do you need to sell to multiple people (e.g. CFO, CEO, director, someone on the manufacturing floor)?

Once you understand who your buyers are, look at each person’s needs and the outcomes they are looking for. This includes their personal goals, professional goals and the obstacles in their way. Once you are clear on these things, you can build a snapshot of each right target.

This may sound like a lot of work, but it is worth taking the time to figure out your Right Target. That allows you to focus only on prospects that would be a good fit for your business. And the better you understand them, the context they have, and the challenges they face in growing their business, the easier it is to move them from prospect to client. And bringing on the right clients leads to Right Growth.

Once you find out who the right targets are, the next thing is to figure out the right activities to engage them successfully which I will cover next time. If you are ready for Right Growth and focusing on your Right Targets, let us know. Just give us a call at (858) 863-9913 or send an email to info@corleagroup.com.