The Target List

December 30, 2012 Back to Basics Comments Off on The Target List

Last month I suggested that we all get “Back to Basics” and develop and implement a proactive Market Plan.  The plan starts with the fundamental statement of “What you sell and to whom you will sell it.”  This statement defines what your company does well, what your company does that delivers value to the market and your company and who in the market needs what you do well.

Developing the list of “who in the market needs what you do well” is not a difficult task and is a task that all of you can do with a little effort.  Start with a list of successful sales from your company records.  List these by product or service sold and then list the companies sold to and then the SIC codes of the companies.  From this point a list can be developed or purchased that will be the basis for your “Target Customer” list.  An easy start to a fruitful process!

Back to basics is just that.  Developing and implementing a Proactive Market Plan that defines what you sell and to whom you will sell.

We are having great success teaching and implementing these methods and skills and our clients love it!