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How to identify the ideal company you can serve
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Your ideal customer’s business targets whom?
Product or Service?
Tangible End Product
Service
Intellectual Product (IP)
Digital Product
Value Added Product (MFG)
Value Added Service (MFG)
Price Points
Low Volume, High Dollar
High Volume, Low Dollar
Low Dollar, Low Volume (Bad Client Target)
High Volume, High Dollar
Revenues
Under $250K
$250k – $500K
Under $1M
$1M – $3M
$3M – 10M
$10M – $25M
$25M – $50M
$50-100M
$100M+
Sales & Marketing Models
Sales Model
Direct Selling/Sales Team
In-Bound Leads
Out-Bound Lead Gen
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Marketing Model
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Lead Mags & Funnels
Employees & HR
Employee Count
1
2-5
6-10
11-15
16-20
21-50
51-100
101-499
500+
Geography
Where are the bulk of employees located?
My offering to this customer
The gateway product I can sell is…
This is your entry-level sales offering to this customer.
#1 Product I'd like to offer this customer
Follow-Up products I'd like to offer include.
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The person who could buy/hire for my offering is:
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The person who is the gatekeeper to my buyer is:
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The way I normally get in front of him/her is:
Notes on how I normally get to this target.
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