Helping new clients to find usDavid Patrick
Defining who is most likely to want to do business with us is one of the hardest challenges we face. OK – we start with geography: who’s on our patch?; we look at sectors we have some expertise in; we look at who’s moving where and wants to do things differently.
But there’s another approach that needs to be cominbed with the sector/geography/’who’s moving where’ one. That approach is based on profiling the individual you are targeting: what keeps them awake at night, what do they feel will make the most difference to their job; how ambitious are they; how do they buy…
By getting inside their head and understand what makes them tick that’s what gives insight into how likely they are to want to work with us.