Many people assume, customer prospecting is often likened to fishing only with sticks and fishing lines. Once the fishing line thrown into rivers or the sea, will attract bait fish. But according to Tom Hopkins, a consultant for his company’s superior sales training (Tom Hopkins International), which is often forgotten is, choose a location to throw the hook, and bait the fish likes.
In the case of select fishing spots, for example, you need to specify the criteria your customers. An ideal customers should at least meet the following five criteria:
1. Age between 25 and 35 years
2. Married
3. Lived within 8 km from the location of your store
4. Having school-age children
5. Drive as far as at least 48 miles per week
According to Hopkins, if you can not mention at least five characteristics of consumers who want to reach, your business will not grow fast. To obtain these characteristics, try to observe three of your major customers. What are their similarities? From these answers, you will know the characteristics of your customers. » Read more..
