LSA Global Insights Newsletter: Accelerate Growth: 4 Key Steps to Identify and Target Your Ideal Clients

6.30.2011

Accelerate Growth: 4 Key Steps to Identify and Target Your Ideal Clients

3x's Faster.

High Growth firms are almost 3x's as likely to be specific and detailed about identifying and working with ideal target clients than their slower growing peers.

Additionally, customers who "fit" better than others consistently produce higher revenue, profits, and satisfaction. This is the consequence of shorter sales cycles, less problems, more rewarding relationships, better results, and more referrals.

While many sales leaders and sales professionals do not want to leave "money on the table" and feel compelled to chase every opportunity to foster growth, a recent study by Hinge Marketing confirms that narrowing the focus of both your services and clients improves, rather than hinders, growth.

Consider the following:

Differentiation: High Growth firms were almost three times more likely to have strong differentiators in the eyes of their customers.

Offerings: High Growth firms were 62% more likely to be highly specialized in terms of service offerings.

Clients: High Growth firms were almost three times as likely to be highly specific and detailed about identifying and working with ideal target clients.

If you are unclear about your ideal customers and what differentiates you (in their eyes) from your competition, then here are four key steps to consider - steps that average performing sales organizations often skip.

Remember, it is all about the customer, not about you or your stuff.

Read about the 4 Key Steps to Accelerating Sales Growth...

About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned