Wood Manufacturing Cluster of Ontario Wood Manufacturing Cluster of Ontario Wood Manufacturing Cluster of Ontario Wood Manufacturing Cluster of Ontario
  • EVENTS
  • TRAINING & PROGRAMS
    • Cyber Security Program
    • Health & Safety Training
    • Leadership Training
    • Sales Training
    • Digital Marketing Training
    • Lean Training
      • Online Lean Certification
      • Lean Training Events
    • Benefit Program
    • Health & Safety Excellence Program
    • Plant Tour Focus Groups
  • MEMBERS DIRECTORY
  • NEWS
  • ABOUT
    • About Wood Manufacturing Cluster of Ontario
    • What is a Cluster?
    • Watch our Rebranding Announcement
    • How It Works
    • Membership Includes
    • Mission & Vision
    • Board of Directors
    • Our History
    • Contact Us
  • JOB BOARD
  • MARKET PLACE
    • BUY & SELL
    • PRO’S CORNER
    • MEMBERS SERVICES & PROGRAMS
      • Post your service or program
  • EXPORT RESOURCES
  • RFQ
  • JOIN NOW
    • Why Join
    • Testimonials
    • Contact Us
    • Join Now
  • LOG IN
Wood Manufacturing Cluster of Ontario Wood Manufacturing Cluster of Ontario
  • EVENTS
  • TRAINING & PROGRAMS
    • Cyber Security Program
    • Health & Safety Training
    • Leadership Training
    • Sales Training
    • Digital Marketing Training
    • Lean Training
      • Online Lean Certification
      • Lean Training Events
    • Benefit Program
    • Health & Safety Excellence Program
    • Plant Tour Focus Groups
  • MEMBERS DIRECTORY
  • NEWS
  • ABOUT
    • About Wood Manufacturing Cluster of Ontario
    • What is a Cluster?
    • Watch our Rebranding Announcement
    • How It Works
    • Membership Includes
    • Mission & Vision
    • Board of Directors
    • Our History
    • Contact Us
  • JOB BOARD
  • MARKET PLACE
    • BUY & SELL
    • PRO’S CORNER
    • MEMBERS SERVICES & PROGRAMS
      • Post your service or program
  • EXPORT RESOURCES
  • RFQ
  • JOIN NOW
    • Why Join
    • Testimonials
    • Contact Us
    • Join Now
  • LOG IN
Jan 29

FOCUSING ON YOUR BEST CUSTOMERS

  • January 29, 2019
  • Sandler Training
  • Blog, Sales Development

By Andrew Wall, Sandler Training Milton

Not all customers are created equally. You have probably heard of Pareto’s Law or the 80/20 rule. In sales, 80% of your revenues will come from 20% of your customers. Companies need to analyze these 20% customers to understand the demographics and psychographics of these “sweet spot” clients and then identify prospective companies that look similar.

Demographic markers can include the number of employees, number of offices, revenue per year, and their location relative to your company.

Psychographic markers may include a willingness to use external experts.

Once you have identified these important prospect characteristics, you need to create your prospect list by utilizing LinkedIn, Industry directories, or purchasing a list from Info Canada or Zoom. Now that you have created your “ideal client prospect list”, you need to start prospecting.

Gaining new clients but losing existing clients out the back door is frustrating. With your 20% clients identified, make sure you are servicing them exceptionally and maintaining contact with them regularly. Depending on your product or service, you may be meeting with your most important clients quarterly, semi-annually or annually. Ensure you ask them how you are performing in their eyes, what has changed in their business, discuss what is new in your business or other products or services they are not utilizing then develop an action plan for your next steps.

Happy clients are a great source of referrals as long as you ask them. Start to work “smart” and not just hard at keeping your most important clients and acquiring new ones that look just like them. Happy Prospecting!

  • Facebook
  • Twitter
  • LinkedIn
  • E-Mail

Related Posts

  • Year in Review Bluewater Wood Alliance!December 20, 2019
  • BWA Lean Road Map & Innovation Culture – An export readiness necessityDecember 17, 2019
  • Lean Road Map & Innovation Culture – An export readiness necessityDecember 17, 2019
  • BWA members travel to Toyota Cambridge for half-day TPS Tour and Lecture.December 11, 2019

Comments are closed.

Member Login

Forgot password?

-

Do you have suggestions for topics and events?

Tell us what’s on your mind! Click here to send us your thoughts!

Don’t Miss Out on WMCO Events & News!
Click here to join our mailing list!

Click here to join WMCO.

Recent Posts

  • WMCO’s Toyota Cambridge Plant Tour Focus Group – February 22nd, 2023
  • WMCO Networking Event: Lean for the Office (Woodland Horizons Case Study); Economic Forecast/Financial Business Mgt Strategies
  • Happy New Year, Everyone!
  • Membership Inquiry/RFQ: Sensory Resonance Healing Chamber
  • WMCO Newsletter: Lean Yellow Belt; Buyers Guide to Tech & Shop Tour

Social

Facebook
LinkedIn

Do you have suggestions for topics and events?

Tell us what’s on your mind! Click here to send us your thoughts!

Don’t Miss Out on WMCO Events & News!
Click here to join our mailing list!

Login

Forgot password?

-

Facebook
LinkedIn

© Wood Manufacturing Cluster of Ontario 2022
Wood Manufacturers are recognizing how eliminating waste is key to staying competitive and adaptable to change in our evolving industry!

BWA Plant Tour Focus Group @ Woody's Manufacturing Ltd.

Bluewater Wood Alliance Benefit Plan

 

Hear what members are saying about Bluewater Wood Alliance.

Hear what members are saying about Bluewater Wood Alliance.

Great, you're interested in contributing to the BWA Blogs!

Login to the BWA site.

In the member drop down menu select post a blog to get started.

When you’re finished

Video Summary of the BWA Sandler Training Sales Training Events

BWA Career Hub – Making Connections

 

BWA Career Hub – Making Connections

 

Wood Manufacturers are recognizing how eliminating waste is key to staying competitive and adaptable to change in our evolving industry!

BWA Plant Tour Focus Group @ Woody's Manufacturing Ltd.

Video Summary of the BWA Sales Training Events

Great, you're interested in contributing to the BWA Blogs!

Login to the BWA site.

In the member drop down menu select post a blog to get started.

When you’re finished