Hello!

When it comes to marketing, quality can beat quantity.

Today’s task is simple—but powerful: Identify your Top 20 prospects and 5 referral sources.

Why? Because small, focused actions create momentum—and momentum leads to results. You are more likely to call and make meaningful connections when you’re reaching out to people or companies you are familiar with.

Cold calls, email and digital marketing are great but they take time, energy, and require hundreds of contacts—often with little payoff.

A single check-in call with a past customer you haven’t talked to for a while is often a faster way to get new work or a quality referral. Meeting someone new is much easier if a mutual friend connects you. 

List building moves a theoretical plan into scope of reality.

• Review your contact list for 20 past clients or people you know of that might benefit from what you have identified as your most profitable work. 

• Add 5 people who already know or regularly connect with these top prospects. Think association managers, contractors, service firms for that industry, etc. 

• Put them in a spreadsheet and review their LinkedIn page.

The past few weeks have been about identifying our most profitable customers. The coming weeks are about what we can do to generate business. This week write down 20 people who might need your signature service. If you don’t know individuals include some companies. 

Don’t overthink it. Jot down names quickly. People who have considered you previously and not been in the right place are ideal. They already know you. Just check in and see how they are doing.

Take this baby step to create a list of 20. It’s amazing what you can do when you narrow your focus. 

You’ve got this!

Carolyn

Carolyn Green, CEO, Sr. Strategy Advisor
(618) 791-1398 • cgreenassociates.com