Who is your next big client?
Best in Sales are Best in Basics. My motto when it comes to sales as mentioned many times before. One basic thing that seems like a given is the question: “Who is your next big client?”.
It might sound like a question everyone in sales naturally thinks and works with but I would argue that it is one of those basic things that can easily be missed especially when things go well. Those in sales who already spend time thinking about the next big customer in a systematic way - most likely are the ones who perform the best. Because best in sales are best in basics
You could read multiple books and theories about ways to segment clients and even have a consulting company like my own to draw the charts for you but in the end its a pretty simple thing to do:
You need to identify the clients that have the potential to become BIG.
You need to have a plan about making them BIG
You need to make sure this plan fits and accommodates into your overall growth strategy.
The plan should include timeline and numbers.
All of the thinking above of course is rooted into understanding customer lifecycle.
Because one easy answer to the question: “Who is your next big customer” is that most likely not the one who is now your biggest buying client.
It is likely that clients come and go so in that sense having an active plan in growing the next big client is the best insurance you could have to guarantee your long term success. Do not fall into the trap of existing world and success. Think ahead. And think BIG.
Any other methods or ways or experiences about segmenting your clients? Please comment and share.