May 22, 2012
Finding your dream customers in 4 steps
by Ken Dooley
www.businessbrief.com
Your best buyers buy more, buy faster and buy more often than others. It’s a good idea to develop a strategy to capture more that are just like them.

The Dream 100

One strategy is called the Dream 100. It’s a program for targeting your 100 (or whatever number is appropriate) dream customers constantly and relentlessly until they buy your product or service.

The Dream 100 strategy has doubled the sales of many salespeople, and it can work for you. You just have to have the discipline and determination to build a Dream 100 program and stick to it.

Here are four steps to help you find your dream customers:
1. Identify the type of customer most likely to make your dream list. Focus your primary efforts on your most likely targets, with a goal of discovering common experiences that can help you identify other dream customers.
2. Regularly exercise your network of contacts by encouraging word-of-mouth referrals.Create personal connections between your dream customers and you.
3. Create winnable business dealings for your dream customers. Be respectful of your dream customers during negotiations so you always have a door open to future dealings.
4. Be aware that the fastest way to grow your business is to focus on your dream customers. If you’re committed and stay in their faces, you’ll be surprised how easy it is.
Adapted from the book The Ultimate Sales Machine by Chet Holmes, a corporate trainer and business growth expert.
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