EES 14 – Selling in your Sweet Spots

What is the “sweet spot”? Learn your sweets spots.  Work those areas hard but keep working all areas. As you prospect your territory, whether it is a geographic, industry, company size, etc, you will find there is a particular part of that territory you will thrive in…. Spend most of your time in that area so you are hitting your numbers. Gather quotes/success stories for clients in that sweet spot for marketing. Constantly evaluate why that is such a strong part of your territory to find similarities and differences. These differences could open new sweet spots The other areas, do not forget about because you will still find success and may find new sweet spots Tailor your marketing on whether it is a sweet spot or another area. Market towards similar, local prospects with specific examples of similar clients Test market different ideas to see what starts to work in the less producing parts of your territory