Create a list of your dream customers
You do not just look in the yellow pages online, who is still fiddling around in your target market, and overpay ones with phone calls and mailings. That would be energy waste.
No, what you do is: You regularly create a list of your dream customers. And ask all your sales staff to create such lists as well. For example, always at the turn of the year.
From the dream to reality
This list shows the companies you would like to work with. They clearly identify the potential of these customers, who they are working with at the moment, and under which conditions it is possible to acquire these customers.
Do not place this list in a drawer marked "Wunschtraum", but discuss it with your colleagues in the office. Regularly: once a month or once a quarter.
You are planning measures to get to these customers and tell you which measures you have already implemented with what success. The colleagues offer you both moral and practical support.
Dream List acquise
As you can see, at the end of the year, you acquired a majority of the clients on the Dream List. Not because dreams automatically come true, but because you are dreaming with a list for you and yours Team create a selective perception.
By focussing on the target customers, you will be much more likely to have the opportunity to get into business with them. So you do not win any new customers, but loud A customers.
Make your goals visible to others
However, you should take note of the following: If your goal is not just dependent on you, then it is of no avail if you visualize your goal in the quiet chamber. Make it visible to everyone involved, tangible, tangible, smellable!
In our office, a picture hangs from a thermostat, where our new sales target is. That's what we're going to do now. Provisionally…
In 6 steps to the dream customer
So how do you manage to cut off a large part of the cake, ie the market potential of your customers? By proceeding as follows:
- Set yourself ambitious goals.
- Write down the goals.
- Visualize the targets.
- Make the goals transparent to your team.
- Think about the steps you need to achieve your goals.
- Get started and stay tuned, even if there are setbacks!
Good thing wants to have time
You will be amazed at what you can achieve! A sales increase of 100 percent or more is no longer in the stars or in the black crumbs, which give the joint its sharp smell, but rather in front of you.
If you can not make it in the planned time frame, then just a few weeks later. Achieving will be your goal. What's the name of it: Good things also want to have some time!
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