Walk Like a Giant, Sell Like a Madman

16.4. Adding Better Clients

As a salesperson, you should be constantly recruiting clients—better clients, clients like the ones on your top 25 list. How do you find these better clients? Learn more about your top clients and you will have a clear idea of where you can find more people like them. Here are a couple of suggestions:

1. Find out who your client is. Study the demographics: age, household income, geographical location, and so on. Maybe you fit better with a certain group and should target that group in your marketing efforts.

2. Get to know what your best clients do for a living, where they hang out after work, other products they buy, and so on. Gather as much information about your best clients as you can, through normal conversations and correspondence, to draw a detailed portrait.

Brainstorm a list of the seven top sources for more clients who are like your best client. Perhaps targeting a certain geographical area would be best. If you met the person through an Internet promotion, for example, that may be where you want to focus your efforts. Think in terms of what you need to do to get more clients like this.

One of the best sources of new good clients is former good clients. Clients are like magnets. Their friends and family are likely to be like them, so continuing your relationship provides more opportunities to meet the best type of client for you.

Remember, no matter ...