The Best Leads Come From Focusing

Getting the best leads for your business usually comes down to focusing on the right things. But what are those right things?

First you need to target the right prospects. Look over what has bought from you in the past year. And develop and ideal prospect model based on the answers you come up with. What industries, what size companies, what problems did they have, who started the buying process, who made the final decision, why did they select your company instead of the competition, and how did they justify the decision? If you can answer these and others I’m sure you can come up with you are well on your way to having a very clear picture of who you need to be targeting in your marketing & sales attack.

Then take a look at your existing prospect database you’re using. How close do these people hit your ideal target? Find anything off target?

Now create the right offers to create action to what you know about your ideal target. You know why this group bought in the past, and the past should lead you to the future. Make it easy on yourself, you know these people so rather than creating offers from scratch use one from the past that was successful that you know works on this group. You can use a past idea, past sales and marketing materials.

And last be in sight and in the mind at the right tie using the right media. This means multichannel touches that puts you in front of the prospect in various ways and at the same time making it easy for them to act. SM, SEO, email, direct mail, telemarketing, are but a number of ways to get front and center.


Larson Notes & Satire: Become an industry collector. If you know a certain industry or profile group, go after them. Own them. Make them yours!

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
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