Instead of sitting back and waiting for just any lead to “request more information,” you can significantly increase your chances of growing your business with the right customers when you understand how to define and attract ideal leads. By narrowly defining what makes a prospect an ideal lead, you can create processes for finding and attracting more of those.
The secret to creating a consistently engaging sales process is to understand how to choose your clients and not the other way around. Although it might sound counterintuitive, you need to select exactly with whom you intend to work and let your value illustrate why working with you makes sense.
Read the rest from SuccessNet.