Thoughtful Thursdays – Do you know who your next NEW customer is going to be?
A difficult question to be sure, and not one I expect a definitive answer to all the time. So why do I ask it? Another good question.
Todays th0ught is about making sure you or your sales force is doing everything necessary to insure there are potential new customers in the pipeline.
A target tracking document is an excellent way to manage your “hot” prospects. I define “hot” as business that is expected to close within the next three months. The nearer a sale is to closing, the more detailed the activities should be. There are fewer greater sales disappointments as losing an order at the last moment, especially when it was for a new customer.
It does happen from time to time, but it is not acceptable if preventable.
Knowing who your next NEW customer is going to be has a lot to do with how you manage your prospects. Take nothing for granted!
Good selling,
Richard
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