{"id":54084,"date":"2018-03-19t08:00:39","date_gmt":"2018-03-19t12:00:39","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=54084"},"modified":"2018-05-17t12:18:41","modified_gmt":"2018-05-17t16:18:41","slug":"target-prospects-sales-success","status":"publish","type":"post","link":"\/\/www.g005e.com\/2018\/03\/19\/target-prospects-sales-success\/","title":{"rendered":"how to target your prospects for sales success"},"content":{"rendered":"

\"businessman<\/a>and how to pull in help from outside your firm.
\n<\/strong><\/p>\n

by jean marie caragher<\/em><\/p>\n

imagine creating a vision board of the top targeted prospects you would like to obtain as clients.<\/p>\n

more:<\/b> jean caragher on high-performing firms<\/a> | all in the family business niche<\/a> | networking still a strong lead generator<\/a> | how smart cpa firms use events as a lead generation tool<\/a> | 14 timely questions for tax season clients<\/a> | the 12-step program for building better client relationships<\/a>
\n\"goprocpa.com\"exclusively for pro members. <\/span><\/strong>
log in here<\/a> or 2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n

this is what happened at legacy professionals, a niche-focused firm headquartered in chicago, illinois, focused on serving employee benefit plans, labor organizations, not-for-profits and government entities.
\n<\/p>\n

\"portrait<\/a>
tucek<\/figcaption><\/figure>\n

their top prospect list started six years ago and includes 20 prospects\/relationships. julie tucek, legacy\u2019s longtime marketing director, reviews it with partners and managers three times per year. \u201cour largest new clients have been on this list,\u201d says tucek.<\/p>\n

how to create your top prospect list <\/strong><\/p>\n

the first step is to analyze your current client base. segment your clients by sic or naics codes. then, for each industry, calculate the gross fees, net fees, realization, average fees billed, average hours billed, average billing rate and number of clients. also, analyze your client base by sales volume, geographic location and services provided.<\/p>\n

graph this information to give an accurate picture of your client base (see table below). this will show you in which industries you are spending the most time, earning high fees, experiencing high collection rates, offering a variety of services.<\/p>\n

use this analysis to write the description of your ideal client. the description of your ideal prospect should be the same.<\/p>\n

\"table<\/a>
\nwith the description of your ideal prospect in hand meet with your team members. create your initial prospect list with businesses and individuals your team may currently be courting. then, add to your list by purchasing a targeted list. sources include:<\/p>\n