You already know that making money in business is all about making sales, and the sales process consists of finding prospects, attracting them, and closing a sale. So what’s next?
Finding Incremental Sales Opportunities. I call these ISOs.
After the initial sales is done the most profitable next action is to spend time fostering relationships with your clients and engaging them, so they will spend even more money on your business.
Account Prioritization System
First we have to take a step back because not all clients can mobile phone number data updated 2025 grow. Sadly, many sellers don’t prioritize their accounts correctly and end up wasting time that should be spent with those who have the largest ISO potential.
So, how do we fix this? With an Account Prioritization System that divides your clients into four different segments based on two criteria, current levels of engagement and potential to grow.
Engagement
How engaged are your clients? A simple way to measure engagement likewise, pop-ups do not ups more is to see how many of your employees are working with you client’s employees.
Potential
The next characteristic you will use to analyze your clients is potential.
Four Client Categories
Next use levels of engagement and amount of potential to divide your clients into four different categories. These classifications will tell you how much time to spend with each client to make your business more lucrative.
Think of your clients’ level of engagement as the vertical axis and contact lists their amount of potential as the horizontal axis on a graph. Each of your clients will fall into one of the quadrants on the graph.