Firstly, let me draw your attention to a very good article in the Globe & Mail entitled Top 10 Ways to Expand Your Customer Base penned by Barbara Grant. I fully admit that my “top 11 ” list includes the above article so I give it complete credit herein.

Please, read her article. Its great. And then come on back here for #11.

So basically, I want to briefly talk about one more way to identify and gain new customers …the 11th way, if you will. Barabra touches on the concept when she suggest to know your audience first. I will amp that up by saying:

11. Create a profile of your best customers. Get more that look just like them.

This is all about rolling up your sleeves and doing the necessary research and analysis to model your best customers. I’m going to briefly highlight the process below but I invite you read a white paper that I wrote on this very topic that goes into all the details of this process. The white paper is called Determining B2B Market Size and Market Share and can be downloaded for free.

Here’s what you do: (more…)