Sales & Sales Management Expertise

Eliminating Prospects Who DON'T Fit Your Business

You may recall hearing in one of our videos or reading in one of our blogs the importance of identifying your zebra to build your business. In the unlikely event you did not, the purpose of identifying your zebra is to bring focus and clarity to your prospecting efforts so you don’t end up chasing or pursuing opportunities that aren’t the best use of your most asset . . . your time.

Of equal importance is to know, and clearly articulate, what isn’t a Zebra for you. If you know that as well, it helps to bring clarity and specificity to your network and prospecting efforts. I can think of one instance in my 3.5 years of selling with Anthony Cole Training when I had success working with an account that wasn’t a zebra for me. Here are some reasons why knowing what isn’t a zebra is so important:

6460646_xxl introduction

It Eliminates Ambiguity

  • If you aren’t specific it’s hard to get introductions. When I’m trying to make introductions for people and they are vague about what they are looking for, it makes it difficult for me to think of someone to make the introduction.

It Reduces Frustration with Your Centers of Influence

  • If you aren’t crystal clear on what you are looking for and what you are NOT looking for, your COI’s might make an introduction for you, only to find out you can’t help the person they introduced. When working with my introduction partners, I say “This is what type of business I’m looking for”. “Of equal importance, I really can’t help these types of businesses . . . and here’s why.
  • That brings clarity to the conversation.

It Reduces Your Opportunity Cost

  • Your opportunity cost is simply this . . . If you called on Company ABC, that means you AREN’T work on Company XYZ. Your opportunity cost is what you aren’t working on that might be more viable for you and your organization.

So, in closing if you know what you don’t want and the reason why, it could reduce the quantity of opportunities in your pipeline, but the quality should increase dramatically.

Watch our Sales Guy Unplugged video on "Calling Quality Over Quantity" to help further understand the concept and importance of identifying prospect zebras. Also, visit our website for additional tips, tricks and tools. 

Click HERE to read newsletter

Tags: qualifying prospecting, qualified leads