January 13, 2010
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.