The article is titled Three Best Ways to Win a New Client and includes this:
First, you must identify your ideal customer. "Do you know your target?" says Tom Patty, a volunteer small-business counselor for the Orange County, Calif., chapter of SCORE. "What do they do? What do they value?" Mr. Patty, a retired advertising executive, says he worked with a video biography company that attracted more business by simply shifting its focus to younger customers—baby boomers rather than seniors.
This is something I have noticed in the people who inquire about our services. They, so far, have never been the people who will be the subjects of the piece. They are their children or grandchildren.
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