Anthony Iannarino needs no introduction. Author of some of the most popular books on Sales, speaker and coach – he recently elaborated in his blog why he thinks nurturing and pursuing a list of at least 60 dream clients is necessary.
When you are selling products or services which has alternatives, one of the most critical ways to grow is to take away clients from your competitors. This is a great strategy since you can leave all the prospecting out of the equation. Evidently, identifying prospects take a lot of time. And accuracy and relevance of MQLs and SQLs are suspect. However if you look around and make a list of all your competitors and the clients they are servicing – identifying becomes easy. Need is established.
This is when you need to get into the act. But before you start with ‘is 60 too many, can we remain personal’ etc. head over to his post (link below) and give it a read. It answers most questions and actually builds a rational as to why this is a great idea. For better results you can actually divide the list into verticals and follow multiple industry threads -thereby reducing dependence on one sector.
Where I learnt it #227
Prospecting: Why You Need to Nurture 60 Dream Clients
https://thesalesblog.com/2019/08/13/prospecting-why-you-need-to-nurture-60-dream-clients/ Like Subhanjan Sarkar’s comment
