Targeting is the key to strategic growth.
Targeting focuses business development efforts on current clients with needs for additional services and on prospects who would be good clients because they mirror the attributes of your best clients. Targeting internally to grow client relationships is the fastest way to build a business. Targeting externally means building on the knowledge acquired with current clients by targeting similarly situated prospects.
A focus on one or two kinds of prospects means you can “walk their walk.”
Effective marketers learn all they can about their targets’ sources of information, buying buttons, and preferred associations and meeting locales. Armed with this knowledge they will meet and mingle in these circles, learning to “walk the walk and talk the talk” while making connections that lead to desirable work.