What does your perfect client look like? What are the ideal attributes of someone who hits the bull’s-eye of your target market? Can your agency readily define your ideal prospective clients? If not, try creating a “prospect scorecard” to focus your prospecting and pipeline building.

Some of your ideal client’s attributes might include revenue, growth rate, client type (business or individual) and market niche. For example, are you a trucking agency targeting trucking companies with 15 to 150 units? Does your benefits agency target group practices with between 50 and 250 employees? Maybe you’re a general agency with a high-tech niche targeting fast-growing firms like those found on Inc.’s 500 list.

Create a prospect scorecard (you can find examples on the Internet) and include your ideal prospect’s attributes. Add a simple, customized qualification abbreviation so you can keep track of which prospects hit the bull’s-eye for you.

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Alan Blume is an author, and as founder and CEO of StartUpSelling Inc., he works with small businesses on lead generation, sales, marketing, website design and branding. For more information, go to www.StartUpSelling.com.