Chet Holmes in his wonderful book The Ultimate Sales Machine teaches the methods he used to grow several businesses into multi-million dollar empires.
One of the most powerful concepts he shares is that of the Dream Client list.
In our coaching program for consultants this is one of the strategies that we often talk about.
Here’s how it works:
Get out a piece of paper or open up a spreadsheet.
Create the following columns: Company Name, Contact Name, Contact Details, Location, Industry, Size, Revenue, Website URL.
Don’t worry, you don’t need to fill this sheet in just yet. The idea is to use these categories to help you decide what kind of company would be your ideal client.
The idea is to use these categories to help you decide what kind of company would be your ideal client.
Given your experience, maybe it’s software companies located in the Chicago area, with up to 50 employees doing up to $40 Million in annual sales.
Now what, you ask?
Once you’ve established your criteria it’s time to start creating your list of companies to go after and make contact with.
You can do this by using the web and doing searches. Or you can use a list broker or company like SalesGenie to get all the information you need.
Once you have your list filled in, it’s time to put together your marketing campaign to get noticed, set a meeting, and win some business.
I recommend not having more than 100 or so companies on your list to start.
The value in having such a focused list of companies is that your marketing message and campaign can be focused on that type of company.
Plus, by deciding what type of client would be the most fun, rewarding and profitable to work with, you do yourself a great service by not wasting time chasing after business that isn’t your ideal.
Dream big. Make that list.