Episode 106 – How A Founder Optimized Scarce Sales Resources by Narrowing A Generic Market from 4,000 Prospects to A Focused Market of 39

It is harder to sell a service than it is to sell a product. A service is an intangible that makes it harder for clients to buy it. Therefore, understanding your client takes on significance when starting a boutique. The better you understand your client, the better you can serve them.

On this episode, Jay Mitchell, President & Founder of Mereo LLC, shares how his team built their Ideal Client Profile and the results of this highly targeted approach.

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