Are You Attracting The Right Prospects?

I spotted this link that Ed Kless shared on LinkedIn. I’ve been doing a lot of thinking about the state of the market for MAS90 and MAS200. Over the short time I see very low value in the under x user customer (in my mind that number is probably 10 users).

That’s not to say you do not have a marvelous 10 user customer who you adore.

It’s just that over the course of the last year or two I’ve found there are certain characteristics of customer that actually:

  1. Possess the means to pay a reasonable fee
  2. Are appreciative of our services
  3. Are most likely to use our services on a recurring basis

I think Alan has really hit on something here in terms of the need to:

a. Focus ” You are better off with a small target audience of these highly qualified buyers than a huge list of irrelevant people”

b..Most importantly –> “use the gravity to draw buyers to a comprehensive Accelerant Curve, where there are low barriers to entry but also the opportunity to use your services immediately on a high fee, low labor intensity basis. Maintain “vault items” which you uniquely possess. Build the Accelerant Curve by constantly producing intellectual property and creating thought leadership?

Item B above is where most large vars are not able to comprehend/execute beyond delivering rate times hour and boasting that it’s done on time.

Here’s a link to the article – it’s short and has pictures 😉

Attracting the Right Prospects Every Day

One Reply to “Are You Attracting The Right Prospects?”

  1. This is such a wonderful & timely post as right noiw I have been thinking about these things as we at Careware plans for the coming challenging year in 2012. Thank You!

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