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How To Identify The Right Prospect

How to identify the right prospect is a common question I get and I love this question. When you don’t know ‘who’ is your right prospect, you won’t know ‘how’ to identify that right prospect. Hence today, I’m going to share with you three things that you need to do to really understand and identify that prospect.

Here are three important things that will help you find the right prospect:

  1. Be Very Clear On Your Market:

The reason you can not identify the right prospect is because you’re not clear on your market! You might be wondering, “What does that even mean?”… We can consider clarity on the market in three parts as follows:

a) Understand the problem in your market: First part of being clear on your market is to understand the ‘problem’ in your market. Understand “How deep is the problem?” Ask yourself if you really understand every aspect that your market is facing which is a challenge in that market.

b) Who are you serving: The second thing you need to understand is, “In that market, are you serving the people that are actually having a problem?” When you identify the problem and who’s facing the problem then you exactly know who you are serving!

c) Is there a demand for that problem: Once you have understood what is your market, what is the problem in that market and who are you really serving in that market, the final thing you need to focus on to get clarity on your market is to check if there is an actual demand for that problem in your market.

2. Understand Why You’re Doing What You’re Doing:

The next important step is to really understand why you’re doing what you’re doing! The reason I’m saying this is because; Yes, you might be really clear now on the market, their problem and you know there’s a demand but it must meet your ‘Why’, your purpose, why you want to do all this.

Because if it doesn’t meet your purpose then what will happen is, Today you will find one problem then tomorrow you will jump to another problem then to another problem… and so on and what happens here is your prospect changes with every problem and you will end up very confused on who to serve.

3. Stay Focused:

The final step is the most important, this is where most of the people go wrong. It is to “Stay Focused” So, now when you have clarity on your market and you’ve really understood your ‘Why’, it’s time to stay focused because there can be bigger problems that might come up in the future. So, when you stay focused you become the expert in your category; you become the go-to person in your category!


So the first aspect like we discussed is to be clear on your market on three points: understand the problem, who you’re serving and if there’s a demand in that market. When you understand this clearly instead of going through everyone you know, you will know exactly who to target and that market is your right prospect.

So just do these three things. Be clear on your market, understand your why and stay focused and this will actually help you identify your right prospect and succeed. When you follow this, your success will keep rising and now instead of you going and finding prospects, the prospects will come finding you!!!

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About the author

Dev Sethi is the Founder & CEO of ‘Wealth On Command’. Dev is a Global Sales Award Winner and “Closer of the Year 2019” in High Ticket Sales across 150 countries. He is the 1st person across Australia, Asia, Africa, Europe and South America to ever win this award.

He empowers business owners and entrepreneurs to monetize their skills and maximize their sales by assisting them in building a high performance sales team. In the last 12 months alone his business has grown by over 560% and his clients have made over USD 5.2 Million in Sales. Dev is a Sales Champion and is now creating more Champions.

He speaks 4 languages fluently and is a loving father and a caring husband; born in Thailand, grew up in India and now living in Sydney, Australia.

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