But you need to remind yourself regualrly that “you can’t be all things to all companies. (people)
The word “company” and “corporate” is a wide-open undefined category.
You must be a bit more disciplined. Fine-tune your target. Focus on the type, size and yes, even the industry.
Let’s call this your “Ideal” customer.
- They need what you offer.
- They’re ready to buy.
- They really want to work with me.
- They don’t panic at the fee.
- They appreciate the kind of work/service we offer.
- They pay their bills.
Why not start with what is known as a fact?
Of your current clients, who do you enjoy doing business with? Why?
Who is currently a pain in your neck? Why?
These answers should help point you down the right path.
Now, here is today’s major league exercise.
Once you have determined who makes the most sense to you, give this “Ideal” client a name. Call it something like The Marvelous Corporation. Give their president a name: Mr. Smithers. Give the buyer a name: Mrs. Trust. (You can do better than this.)
Now, when you uncover a new lead, or prospective client, ask yourself how they stack up against The Marvelous Corporation. Would Mr. Smithers appreciate your phone call? What could you say to old man Smithers that would keep his interest resulting in an interview? What would Mrs. Trust want to hear (need to hear) to keep her from hanging up on you?
The fact that you have made an attempt to personalize and humanize the situation will make all of your future efforts more logical .. more practical … more reasonable. Try it. See for yourself. This is a great exercise … and it works.