By Eric Rabinowitz, CEO, Nurture Marketing
What could be better than cloning your best clients into new, additional clients?
Maybe it was luck that brought you and your favorite B2B customers together. But you shouldn’t wait for lightning to strike twice to secure others just like them.
Be proactive and seek out prospects that might measure up to your current dream clients. But don’t guess. Analyze your current favorites to determine which factors give them that gold-star status. Whatever makes your best clients the greatest should be the criteria you use to find your next best customer.
Your initial search could also help launch Account-Based Marketing (ABM) initiatives to identify and target new prospects by exploring organizations linked to an already preferred customer, such as another division or brand under the corporate umbrella.
With just a flip chart, stickies, and some objective feedback, you can clone your best clients using this straightforward methodology that we’ve developed at Nurture Marketing:
When looking through your prospects, start to think about those benchmarks that most closely match the “greatest” profile. How are they measuring up? Could the prospect become a dream client?
Even after they become a client, regroup and discuss what you need to do to make them better. All clients can’t be great, but there is no reason why every client can’t be greater.
On a normal day, there are many variables in business that we can’t control. Now it may seem we have even less control during the present pandemic. But what you can control is the type of client that will be more likely to appreciate your expertise and how you deliver for them. Go find them.
This is the latest in a series of articles by Nurture Marketing to help you develop and grow trusted relationships with prospects and customer through digital engagement.Contact Nurture Marketing
Please contact us to learn more about our solutions for developing compelling B2B marketing and sales content for the Partner Channel, including case studies and more. You may reach us by calling (732) 636-1001, Extension 27, or by visiting the CONTACT PAGE of our website.