What Prospect Traits to Use to Select New Accounts? (Dallas)

June 27, 2008 · Filed Under Sales Training 

Chief Idea Officer of MarketingMeasureJust answered a question on LinkedIn about what characteristics a sales rep should look for in selecting potential new accounts. Aside from the usual profile traits: gender, location, age, income, industry codes and such this is what I offered up:

1. Are they “nice” people? ( I send the mean ones to my competitors.)
2. Is there sufficient profit potential?
3. Are there reciprocal opportunities?

I’ve spent more than 20 years in sales dealing with all sorts of folk and I decided quite some time ago to give the unhappier, fussy ones the opportunity to find a better business partner.

A barely profitable account requires as much or more time and resources as a fat account does. Doesn’t it make sense to size ‘em up first then chase the money?

Since smart entrepreneurs realize the importance of “who you know” or networking, they develop accounts to whom they can refer business if at all possible. The recipients of those referrals tend to be grateful and send more business making the account all the more profitable.

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Phillip Crum is the Chief Idea Officer of MarketingMeasure and is committed to the idea of helping small business owners do a better job of finding their next customer or client. He and his two sons also own a Sir Speedy Printing franchise and employ those additional capabilities in the overall marketing services menu of offerings. Phillip can be reached at 214-213-7445, or pcrum@MarketingMeasure.com

Copyright © 2006-2008 Phillip Crum | Email This Post Email This Post | JobSearchDocs

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