The New Year is right around the corner. If you have not already spent some time reflecting on 2019 and planning for 2020, my advice to you is that you start now. Here are several questions you might ask yourself to help guide your plan for 2020:
- Who were my best customers this past year?
- What made my best customers the best? What patterns do I see that would help me clone them next year?
- Who were my least profitable or most difficult-to-deal-with customers? What patterns do I see among this group that would help me avoid attracting similar customers going forward?
- Did any industry or segment comprise a particularly noteworthy portion of my deal flow?
- Which of these industries or segments did I spend the most/least time researching and/or pursuing?
The goal of this exercise is to take a bird’s eye view of your year, to identify what did and did not work, and to determine what skills you may have developed in the past year that you can leverage in 2020. Let’s say you spent a lot of time in 2019 working with a specific industry, segment, organization, or professional role, and you can now honestly say you know how your solution maps into benefits they care about. Guess what? Simply cloning those profiles should give you plenty of prime target(s) for 2020.