The "A" Prospect Advantage
by Marc Charles
No matter what you’re selling, your job will be a lot easier of you target your marketing efforts to “A” prospects.
By that I mean pre-qualified buyers – people who have already purchased what you’re selling. Ideally, they’ve done it recently (and often).
“B” prospects are people who have shown an interest in what you’re selling – maybe by calling a toll-free number, sending an e-mail, or writing a letter to ask for more information. They’re interested, and they’ve acted on that interest. That’s great.
But they’re not nearly as valuable to you as “A” prospects.
Where do you find these primo prospects?
First, go to your own list of buyers. Always target them when you create a new product similar to one they’ve bought from you before. Then go directly to a company that has successfully sold products like yours. Rent their mailing lists. Their buyers should respond well to your offer.
This principle has enabled me to close more than $50 million in sales.