If you’re a wedding band don’t waste time selling to brides-to-be. Sell to wedding planners. Planners have a lot more weddings.
If you’re a valet parking company don’t waste time selling to people who need their car parked. Sell to someone who owns fifty hotels.
If you’re a lumber company don’t waste time selling to families that want to build a deck. Sell to general contractors.
It’s easy to get caught in the first part of the examples because it feels productive. And worse, you might get good at the first part and never move on to the next.
Are you selling to the right people or simply making the easiest sale?
