E527: Know Your Prospects

Is that potential client really the right one for you?


  1. We have customers we target – are they the right ones
    1. Different client types have different requirements
    2. Home Owners differ from Commercial Owners / Government is different than Industrial
    3. We think we want to work for a certain client but make sure you really do
  2. Research your potential customers
    1. What are their expectations?
    2. What will it take to be successful working for them?
    3. What skill sets are required?
  3. Compare to your capabilities
    1. Do you have the right skill sets?
    2. Does the customer fit your culture
      1. The culture can be completely different from Commercial to Government Hard Bid
    3. Is this the right client for you?

Episode 82 – Free Consultations

“Offering a free consultation is a great way to get in front of potential clients.”

Today we talk about setting a free consultation program to engage with potential customers.

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Episode 77 – Pre-Sales Planning

“An effective pre-sales effort will help keep your sales pipeline full with qualified leads.”

On today’s Coachcast we review the importance of engaging with potential clients before they are ready to buy.

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