S2 9.1 For Sale

In a previous article, I discussed creating an opportunity for you Matrix potential sale on a Excel worksheet. Each cell in this matrix is a perspective and is defined by a "who" (company, division, location, project) and a "what" (a product or a specific service). An account can have multiple "who" and that means many many perspectives.

We will now give priority to all these boxes in the marketing and sale of categories. We will then distribute shares of energy according to their status as I will define later. Since we have a limited time sale, we want the biggest bang (most sales) for the short time we have. But we do not want to ignore future possibilities. We have therefore the proportion of our energies on (a) more likely to win and (2) the timing of the purchase. Categorization helps.

Marketing Categories

marketing prospects are remote sales opportunities. The customers are there and we sell what they could use, but for a number reasons, we are a long distance shot from a sale to them at this time. I use "M" to refer to the "marketing" and the numbers 1, 2, 3 and 4 to indicate the remoteness of the opportunity.

M1 - "Way Out There" designates this perspective based on demographic data could use your products or services, but you do not know anything about them and / or have never even made contact.

M2 - "Out There", you received information from outside, this prospect might need or use what you sell. It could be a competitor or customer of a self-op. It may be a service for one of your existing account they are simply not interested

M3 - "Probably Prospect" means that you have visited or spoken with someone from the perspective and they have indicated a moderate / future interest. It could also be a response to a trade show, or a promotion or orientation, ...

M4 - "Suggestion of a Fit" means that someone has called you to come in because they really have a problem in your area and want to learn how you can help.

Sales Categories

These are opportunities with good potential to close in a relatively short time. For some businesses may serve a short week and for others it may mean six months to a year. Never put more than one year in the category of sales - whatever your business. Keep strong potential of more than 12 months away with the M4.

S1 - "qualified" ranking this perspective cons your ideal customer and Ideal Opportunity profiles. In other words there are some "who" that match the way you do business better than others. Similarly there are certain products and services you have applications that fit better than others. Prospects want to pursue are those that match these profiles better / more. These prospects have a keen interest and have requested a proposal / quote.

S2 - "Interviewing and Presentation" is where the prospect has adopted the criteria for qualification and now you must go beyond your initial contact. If you are in B2B sales, there are many people involved and there is a C-Level or profit-center leader who gives final approval. You will need to meet these decision makers to learn and understand the perspective of each person and what it will take to win each.

S3 - "closing" means that you have interviewed and submitted your proposal and pricing. Now is when you face any outstanding issues and, especially, get up, C-Level or profit center leader to commit to you.

What is the status of "prospect" for each box in your matrix. Now go to your possibility of Matrix, Excel spreadsheet, and fill the boxes with M1, ..., M4 and S1, ..., S3.

Prioritize

The who is the ranking (1) Cu exist.