Advantages Editor Kathy Huston highlights useful tactics in identifying your next great client. Subscribe now to our YouTube videos.

Formulas to Find Your Perfect Client
Prospecting for new clients is a lot like dating – you’re getting to know a stranger, tip-toeing around serious questions and most importantly, figuring out if you’re compatible. The goal of prospecting is to establish a relationship so that you’re considered for that first project. While working with existing clients is great, there’s a real formula to figuring out which prospects you’ll work with best. When it comes to identifying the perfect client, there are some red flags and clear signs to help you find the perfect match. And don’t forget, just like dating, first impressions will dictate whether you’ll have a long-lasting and fruitful future together.
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Counselor Editor-in-Chief Melinda Ligos and Editor Andy Cohen break down the results of this year’s exclusive State of the Industry report, as well as dive into the top sales, marketing and operation strategies to help you grow your business today. Check out our complete library of on-demand webinars.

Simple Marketing Tools to Plump Your Profits
One of the most important ways to increase revenues immediately is to first fine-tune and increase your marketing efforts. After all, new business and new channels of revenue are the result of marketing campaigns that reveal new leads to call on. Whether it’s a new referral program a new online social network campaign or a new targeted print advertisement, distributors have to ramp up their marketing now to take advantage of an expanding market and new opportunities.

Here are five ways that you can expand your marketing efforts right now.
1. Get organized. To effectively market to targeted audiences, distributors first need to get their lists and systems in good shape.

“Coordinate, consolidate and clarify your many lists,” says Marsha Londe, owner of Tango Partners. “Identify your groups by business, title, or information that allows you to sort and target your audience. Once you’re organized, continually update. Then, you don’t have to go through this process again.
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Cracking the Code to C-Level Selling
You might not be the largest firm out there, but that’s no barrier to catching big fish. Small- to mid-size businesses can indeed attract interest from large companies – and even get in with their C-level executives – to secure an anchor account. 

Kimberly Rodgers, president of Jungle Promotions (asi/237854), wondered how he would react. Would the interested prospect from a multinational firm still want to use her services once he learned that her company had just 10 employees?
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