“Wow! I completely lost the last 6 weeks because I’ve wasted so much effort going after the wrong target.”
That’s what one of our clients said at a recent sales strategy session. During the Ideal Client discussion, the client had an aha moment. They realized they had been chasing after the wrong prospects the entire time. Not only did they waste effort, but they also wasted time, money, travel, and many other expenses.
Even though they still landed a few clients within their old target, they could have been landing a lot more. Instead of landing 1 in 100, they could have landed 1 in 10 if they went after the right target.
How much time and money could you be wasting when targeting the wrong client?