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Identifying High Potential Prospects
Every seller wants all of their growers to be high potential, but the reality is that not every operation is high potential.
A high potential customer is an operation that can help Monsanto be successful.
This means these operations have enough size to provide unique solutions, have the ability for future growth, and have influence to become *advocating partners*.
So, how do you know who the high potentials are?
There are two customer groups in any sales area.
Each can be analyzed to determine potential.
The first group requires a two-fold strategy of association and investigation.
Association is simply asking, “Who knows whom?”
In other words, ask existing customers or dealers, who are advocating partners, for referrals.
Advocating partners an important group for referrals because they know and are willing to use their reputation to support the company.