Stone Payton: [00:00:00] Welcome back to BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, let’s talk a little bit about creating your ideal prospect profile.
Lee Kantor: [00:00:09] Right. It’s critically important to choose who the right people that you want to serve are. And you’ve got to really get clarity on who they are, what they look like, where do they hang out, and things like that, but it’s important. And we do a really good job of this, I think, when we’re doing a sales call to get to the point of we ask the question, who writes you checks? What does that person look like? What does the ideal client look like for you? And then, just get clarity on that, because a lot of times, superficially, people think, “Oh, I can sell to anybody.” And it’s like, yeah, maybe you can sell anybody, but where are most of your clients right now?
Lee Kantor: [00:00:47] And then, try to get kind of a 360-degree view of that person. Obviously, who they are, title, job title, industry, where do they hang out, what groups are they members of, what associations are they part of, who refers business to them? Try to go layers deep. What do they want to be known for? What’s kind of an emotional driver for them? What does a win look like for them? And how can you help them do that? Who are their influences? Like who influences them? What blogs do they read? What kind of books do they read? What articles? Magazines? Where do they get them? What podcasts do they listen to?
Lee Kantor: [00:01:27] I want to know everything about this person. And that way, I know where to show up, and when to show up, and who I can introduce them to that will benefit them. So, you want to kind of get layers deep and get as clear as possible on who that ideal prospect is and then serve the heck out of.