If you’re selling a product which (on paper) can be sold to a huge range of prospects e.g. financial services, trying to sell to them all makes you the equivalent of a GP (doctor). If you’ve got a medical need, who would you rather get advice from, a GP or a Specialist? I’ll assume you said Specialist. Your prospects are probably just like you. Try to become an expert in dealing with just one section of your huge market. Doing so doesn’t mean you can’t sell to people outside of your specialist area if they get referred to you or fall in to your lap in some way, but when proactively seeking new clients, become more focused.
GP or Specialist?
January 28, 2017
