Friday, November 11, 2011

Creating a World Class Prospect List - Profiling

When it comes to creating a world class prospect list, big profitable accounts generally share common characteristics. To create a profile for your ideal prospect, think like a marker. Consider demographic and behavioral attributes like:

-Geographic locations
-Company size by revenues or number of employees
-Business categories as defined by SIC or NAICS Codes
-Internal buying structure—for example, if a company buys all their printing through an out-of-town advertising agency, they may not be a good prospect for you.
-Budgets and in particular, minimum purchase volume
-Quality requirements
-The types of products and services purchased
-Service expectations
-Financial stability and the ability to pay on time

Monday we'll cover how to determine the number of prospects you need to meet your growth goals.

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