IMTSedu Marketing: Cool Tips
Finding your exact right targets - Part 2
Brought to you by: Steve Miller, President - The Adventure
Last week I wrote about how important it is to identify your BEST targets at IMTS. With over 80,000 people attending, we can easily get distracted and spend time with people who aren't our best prospects.
Many of us (including myself back when I was a corporate marketer) define a qualified lead as someone who FITS the profile we've defined. Makes sense, but, in reality, that's only HALF of what we should be thinking about.
Quality prospects not only FIT our profile, but they also show an INTEREST in our product or service. Obviously, the ideal prospect FITS our profile and also shows high INTEREST. That's a dream prospect.
But we might also meet someone who is the exact right fit for us, but they have zero interest in what we sell. Maybe their current supplier is their brother-in-law and they CAN'T switch! Maybe they have a strong preference for buying locally and there happens to be a supplier in their home town. Who knows?The point is, if they don't have an INTEREST, you are going to have a tough time making that sale any time soon. So you need to decide before IMTS whether you are looking for someone who just FITS your profile or someone who FITS and has INTEREST.
Please check out my blog: www.twohatmarketing.com