I wrote this article about 4 years ago and I think it deserves a repeat when we are told almost daily that there are 500,000 unemployed and 500,000 job vacancies. It seems to me that if the bosses empathised (i.e. walked in the moccasins) with their ideal team member they could create a job that prospects would stand in line to get!
I guess they need the refresher below.
Ever since I’ve been in business I’ve asked business people I meet, “Who is your ideal prospect?” Almost without hesitation, they reply, “Anybody!“ When they see the scowl cross my face, they amend their answer to, “Anybody with money!“
And of course that answer is wrong! They should describe to me in as much detail as possible the demographic (how they stack up) and psychographic (how they think) make up of the person they would like to see walk through their door itching to buy.
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It struck me, as I was chatting to somebody the other day, that people spend all of the time looking anywhere for anybody!
Instead they should spend all of that time, looking somewhere for somebody!
In a nut shell, when it comes to your ideal client and looking for prospects like them, where specifically are you looking and exactly for whom?
Thanks Winno!
And at the risk of being repetitive, thanks for your thanks Steve!