We’re all guilty of over thinking. There’s no need to over complicate prospecting. Time and time again, I have found that simple works. Best of all, simple can also be the fastest way to accomplish a goal. Succeeding in prospecting is a goal you need to achieve.
Below are 5 steps to simplify your process:
1. Know who your perfect prospect is. Then, create an avatar of that person. Look at your current customers to find this. What outcomes have you helped them achieve? How did they benefit from you? What characteristics do they share- such as industry, job function, geography, customer base, etc.? The more robust you can make your avatar, the better. As you go through this process, you may find they’re in two or three different industries, or have two or three titles. Don’t be alarmed! Create multiple avatars. It’s ok to have 2 – 4 avatars, just don’t
