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Targeting Your Most Profitable Prospects

A Strategic Process for Increasing Your Odds of Success by Understanding Who to Target...and Who to Avoid

Prospect targeting is about embracing the fact that you can’t be all things to all people. If you are going to succeed in a big way, you have to focus your energies and resources. But which prospects do you target? And which prospects do you avoid? In this tutorial, you will learn about:

  • The three-part formula for establishing realistic boundaries around what you consider to really be “your market.”
  • 15 questions about the prospects in your market that can help you identify the various segments that actually exist.
  • 26 quantitative and qualitative criteria for evaluating and scoring all of the different segments you've identified.
  • The two-part process for identifying the best (and worst) targets for your company's unique set of competencies.

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