Ricko's Patent-Pending Bullseye Accounts Method for Success
Conversely, you should work smart. If six months have passed with little or no interest, MOVE ON. Take them off your list and replace them with another potential Bullseye account. Because, if you are regular reader of Be Bold, Be Different, Be Memorable, you already know that IT TAKES 13 TOUCHES TO TURN A PROSPECT INTO A CLIENT. Bullseye Account prospecting is all about making those WEEKLY touches.
Identifying Bullseye Accounts
They are Fortune 1000 companies.
They are companies that post $10 Million a year or more in sales. These are accounts that spend $100K or more annually on promotional products.
Your goal is to become their preferred branded merchandise consultant. Your challenge is they already HAVE a preferred branded merchandise consultant. Or two. Or three. And they are hearing from your competitors every day of every week. You've got to cut through the clutter and differentiate yourself and penetrate their consciousness. That won't happen with two or three calls and emails.
Here are some ways to find them.
First—you already KNOW who they are... they're Coca-Cola, Disney, Apple, Johnson & Johnson and so on. Everyone and their brother's uncle is already calling on these companies. If you have an in or a solid hook, go for some of these high profile companies. Otherwise, hunt for lower profile gems.
Subscribe to your weekly Business Journal newspaper—we have the Los Angeles Business Journal and the San Fernando Valley Business Journal and Orange County Business Journal in my area. Get them all.
- Weekly List—Top 50 or Top 100 in various industries
- Annual Publication—Book of Lists
- 52 lists—worth it's weight in GOLD—for ALL prospecting, not just Bullseye!
- Sunday paper—Help Wanted ads—WHO IS HIRING? They are Busy and Successful.
- e-Prospecting—Watch my article soon on this topic
Do your homework—identify your target person in that account. Google is MAGIC and will reveal just about anything you need to know.