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Refocus your market segment

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1. What privileged service do my A clients get? What should I add to intensify these relationships?
2. How do my A clients know they are a select class?
3. What do I expect from my A clients in return for what I have extended to them? How have I related this expectation to them?
4. How do I avoid personal involvement in my B client and C client service needs, yet make sure their needs are being met?
5. What market segment of prospects do I consistently communicate with using a specific contact strategy?
6. What unique and differentiated events am I implementing or participating in to accentuate my emotional connection with my prospect market?
7. What specific attraction-marketing activities will I conduct in the next 12 months to place me in front of significant groups of prospects within my market segment?
8. How many prospects that meet my prospect profile will I add to my Prospect Fishbowl this year?
9. What consistent contact method will I use to capture “mindshare” of my clients, and prospects within my Prospect Fishbowl?
10. What new things should I be doing that will make the greatest positive impact to my reputation and my accessibility to my market segment in the next five years?

Source: “Creating Prospect Attraction: Identity Branding Revisited,” Robert E. Krumroy


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