I attended a trade exhibition with a client to identify potential clients for them. When I asked how many attendees could be considered actual potentials, my client said 2 or 3 out of the 150! In that moment, my client realised his target audience is much different to what he had assumed. That is why my techniques are so powerful as they bring clarity to your sales processes. In doing so, they eliminate wasted efforts, resources and time to get it right first time.
My client is a HR specialist working with all industries. A simple tactic we explored was visiting niche industry events. In doing so, he could introduce himself and gather business cards and contact information to follow up with post-event. My client would never have considered actively targeting such a niche industry on his own, rather assuming they will know how to find his business through traditional marketing channels.