Sales Plan – Targeting a Market

One of the most important parts of your sales plan is the target market.  It's where it all starts.  The target market is the foundation of everything else that you will do.  When you develop your cold calling script, you will need to do it with the market in mind.  The same is true with the presentation and everything else that you will do in sales.

Targeting a market is a very important step.  You need to start broad and narrow it down.  The first criteria for getting your target market is to find out who is most likely to buy.  If you are looking for sales, you need to find potential customers who will be willing to buy what you have.

Then you have to decide you is able to buy.  That means you need to identify a market not only willing to buy, but also who has the money to spend on it.  This is vitally important.

Then you want to narrow it down even more to the people most likely to buy and the people with the most amount of money to buy it.  Once you have that, this is where you will need to start doing sales lead generation.  You now have a criteria, and you can go out looking for sales leads.

You may also need to identify geographic area if you are not a local business.  If your market is national, you might want to put those geographic areas into chunks, otherwise known as sales territories.

Your target market will move over time once you start gathering data.  This is a very important principle.  If you get going in your business and start seeing some sales, you will begin to identify what kind of people are looking for and buying your services and goods.

Remember, targeting a market is vitally important.  If you want to give yourself the best chance to succeed with your business, you will need to know who to go after.

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