What’s the most effective way to prospect for buyers?

Whenever I prospect…

I follow the 80/20 BUYER rule.

This means….

I spend 80% of my time connecting with bonafide buyers.

Bonafide simply means…

My prospect has bought from my competitor.

You see…

I don’t try to reach out to a maximum audience…

I stake out the smallest market possible.

A.K.A. Bonafide Buyers.

This is because…

28% of all vendor switches are triggered by a change in account managers.

Knowing this…

Whenever my prospect IS looking for an alternative or addition to my competitor.

And since I’ve been nurturing them for weeks, months, or years…

They already know, like and trust me.

I have a good chance of earning their business.

So, where do I invest the remaining 20% of my prospecting time?

Simple…

With prospects who have…

Deep Pockets. (See Hoovers)

Or…

Recent Funding (See Crunchbase)

I ignore the rest.

I’m always following the money…

Because I simply can’t afford NOT to…