Quick! Name your top three customers – not by revenue – but by profitability. Now articulate why they are your most profitable customers and how adding similar clients will enhance your ability to grow the business. Write these things down.
If you can’t answer these above questions, you will continue to spin your wheels and “sell to everybody.” You have a limited amount of time and resources – so do your potential clients. Know where you can truly be successful and focus your effort there first.
Oh, and don’t forget, your next big sale might be an existing client – don’t forget about them.