Three Tips to Define Your Target Market.
A few weeks ago, I met with a prospect, who wanted consulting to increase sales. “Bill” ran a boutique service business, which had grown from one (him) to a staff of 35. His company had solid infrastructure and delivered a quality service to clients. As we started to discuss his current sales volumes, I inquired how he sourced clients. He sheepishly admitted he didn’t know. I then asked him to describe his target client. He replied, “Anyone who will needs my services.”
And therein was the source of the sales problem – Bill did not have a defined target market. Continue reading