Are quality prospects the right focus for you?
Yesterday, I gave five great reasons why you should focus on quantity rather than quality of prospects. Today, I’m going to give you five equally great reasons why you should focus on the quality of your prospects.
Quality
- Focusing on quality prospects will increase your chances of winning a sale because you’ve already identified that they may have a need for your services before you approach them.
- Having fewer prospects or clients allows you to have a deeper understanding of their needs and what drives their decisions.
- If you focus on clients within a certain industry or demographic, you have the opportunity to become an expert in their sector, which will attract more quality prospects.
- Clients logically know that you have more than one client, but they like to feel as if they’re the only one you focus on. By having fewer, more profitable customers you can give them extra attention and respond quicker when needed.
- When your pipeline is filled with quality prospects, you are better able to build strong personal relationships with them… and relationships drive sales.
One Moore Thing: You can’t simultaneously focus on the quality and quantity of prospects. It’s like building muscle and losing weight at the same time. While you may have a little success, you’ll never excel at either.
Did you miss Part 1 of this post highlighting why concentrating on the quantity of prospects may be a better fit for your business? You can find it here.