Step 1 – Target Your MarketNo matter what size your business is, the key to growth is working smarter, not harder. That means focusing your resources—time, money, personnel—on those activities that deliver the greatest return.
Follow the 80/20 rule of productivity: just 20% of our customers, products, and activities generate 80% of our business results. When it comes to setting priorities, this is a highly useful rule of thumb.
By identifying the top ‘20%’ of every aspect of your business, and focusing your time and energy accordingly, you’ll not only work more efficiently but achieve much greater outcomes.
Let’s apply this concept specifically to your sales efforts. Which of your current customers belong to that elite minority that generates the bulk of your sales? By knowing who they are and discovering their shared demographics, you can refine your target market and pinpoint your sales’ ‘Strike Zone.’
Now you can target your sales efforts more effectively, whether targeting current customers or prospects. By working in your Strike Zone, you can cut down on busy work and time-burning activities, aiming for quality over quantity.
You can apply this principle across every sales situation. For example, when attending a networking event, don’t try to collect as many business cards as possible. Instead, scan the attendee list—do advance research— and focus on those few individuals who are, or could lead you, to Strike Zone prospects.
Similarly, when requesting referrals, hone in on Strike Zone accounts and associates, and ask specifically for referrals to ‘companies like yours.’ Operate in the Strike Zone, and you’ll hit it out of the park.
You can go further with this information by contacting Ray to help you target your company’s market. He’s always happy to help Small Business Owners, Presidents, and C-Level Executives strengthen their businesses and take them to the next level.
Set up a zoom meeting with Ray:
https://calendly.com/ray-124/
Or call: 312 593-5133
