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Tip of the Day – Profile Top Clients

Filed under: Tip of the Day

Profile your top 20% of clients and then strategically pinpoint prospects that have the same characteristics. For example, maybe your top 20% are regional financial institutions and you work with their community outreach coordinators. What other kinds of financial organizations might have a similar need in your area? Think of credit unions, banks, accountants, financial aid offices at universities. Look for commonalities that will allow you to present yourself as the expert in that area.

1 Comment

  1. Matt Browning Says:

    We’ve certainly done this with our client base. We knew that schools and universities are our largest client base, but after interviewing our highest volume clients, we learned a lot of the psychology of why they bought from us. Invaluable info!!

    Matt Browning
    Surge Promotions

    Wednesday January 13, 2010

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