Over the last 2 articles I have discussed how easy it is to focus too heavily on the top 3% of your target market Why You Are Only Selling to Less than 5% of Your Target Market (those ready to buy) and suggested ways in which you can increase that spotlight to include that huge majority (97%!) who never seem to get approached by your sales or marketing team. In my last article Playing the Long
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Over the last 2 articles I have discussed how easy it is to focus too heavily on the top 3% of your target market Read more
In this article we are going to look at investing in the long game so you can sell easily to the main body of your followers or prospective clients. The clients you will be approaching will be those willing to buy, those who are open to purchase but not actively looking, and those who trust your brand but are not currently considering purchase.
Most sellers focus on those prospects who are ready to “Buy Now”, you know the ones, those red hot leads that come via your website or email. Some prospective clients will even make a phone call to your office. They tell you what they are looking for and want to know the price.
When you need new sales fast – you need cutting edge lead generation and in these heady days of the internet there is such a mountain of ways of getting that next great opening, that it is just a tad awe-inspiring for those of us who are a little technophobic. With all this clever, cool and often frighteningly complex technology, campaigns can seem often long winded, highly unpredictable and any