Feb
08
The small business marketplace is a great opportunity for analysis. There are millions of crazy foxes out there, and they make up a much broader population than the big company world. If you’ve been keeping a good database of prospects and customers, it’s time to do a little mining.
Do a database dump and take a look at all those foxes you’ve dealt with over the past few years. Who did you close and whom did you lose? Why? Pick out a few dozen and try to categorize them among the seven types of foxes. Knowing what you know now, would you have approached them any differently? Do you think an alternative approach would’ve helped you close the deal? Analyze your wins and losses. After you look at the past, think of how you can apply its lessons to the future.