Page 206 - Social Media Marketing

You're Fired! Firing Your Worst Clients 193

Adding Better Clients

As a salesperson, you should be constantly recruiting clients-better
clients, clients like the ones on your top 25 list. How do you find
these better clients? Learn more about your top clients and you will
have a clear idea of where you can find more people like them. Here
are a couple of suggestions:

1. Find out who your client is. Study the demographics: age,
household income, geographical location, and so on. Maybe
you fit better with a certain group and should target that group
in your marketing efforts.

2. Get to know what your best clients do for a living, where
they hang out after work, other products they buy, and so on.
Gather as much information about your best clients as you can,
through normal conversations and correspondence, to draw a
detailed portrait.

Brainstorm a list of the seven top sources for more clients who
are like your best client. Perhaps targeting a certain geographical
area would be best. If you met the person through an Internet pro-
motion, for example, that may be where you want to focus your
efforts. Think in terms of what you need to do to get more clients
like this.

Tip: One of the best sources of new good clients is former good
clients. Clients are like magnets. Their friends and family are
likely to be like them, so continuing your relationship provides
more opportunities to meet the best type of client for you.

Remember, no matter what you are selling, you are in the business
of selling time. If you have clients who are wasting that precious
resource, you need to get rid of them. It may not be easy, but it is
necessary for your own survival and success. Start today. Fire your
worst clients and start searching for better ones.