STRATEGIC PROSPECTING

Go through your entire database of clients and determine which are the most valuable to you and your company; that is, which 20% are responsible for 80% of your profit.

Pay attention to:
• Who they are
• Where they are
• What they care about
• What they fear
• What they read
• Who they follow

Note any patterns that emerge from your list and use them to create a profile of your ideal customer.

Find prospects that most closely match you ideal customer profile and start calling.