Craig Rispin CSP

1. Cash Flow(code for revenue-expenses)

2. Customers(code for revenue-expenses)

3. Marketing(code for revenue-expenses)

How to Find New Customers the

Leveraged Way

This Is Just One Way, Not the Only Way, and You Should Run Many

Other Ways Too

Today’sCustomers

Tomorrow’sCustomers

Next NewCustomers

45

MONEY TREE MONEY TREESequence your next steps in terms of what is your next easiest step.

© Matt Church

HHF

MHF

LHF

JAM

Soil

HHF

MHF

LHF

JAM

Soil

Step 1:Top 5 List

List 5 Clients That Can Easily Buy From You Multiple Times

37

What do they do? How do they like to be sold? What can you do to stand out? Where do they hang out? What do they read? Who do they trust and know?

TARGET

© Matt Church

TARGETFor at least 3 target groups of people answer the 6 key questions listed. This exercisehelps you to see how much you know about your target market.

38© David Penglase

Identify a series of problems that your expertise fixes, then scope up what causes those problems.Finally, create solutions that address these.

VALUE PROPOSITION How does what you do change the condition for others?

©

Step 2:Be Amazing

Be Amazing:Deliver More Than Asked For

Step 3:Ask Nicely for a Referral

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Craig Rispin, CSP, TLMBusiness Futurist & Innovation Expert - Award-Winn

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