Hey, it's Ellen again. In this section, we're going to talk about how to find the right people and right companies to sell to. We'll refer to them as good fit prospects. These are people or companies who are our target persona and might potentially be our customer in the future. It's important to have a target persona, because it helps you understand your customers and your prospective customers better. This will make it easier for you to tailor your messaging and conversations, specifically to that person. If you don't have a target persona, you might end up trying to sell to all types of people, instead of focusing on those that you can actually help. So before you do any selling, you have to know who you're selling to. A good fit prospect boils down to two things. First is the company. The company's business model must be a good fit for the solution you provide, and they should be able to benefit from your solution. The second thing is the person. The person you speak with must be willing to speak to you, and open to learning about how you might be able to help them. What sometimes happens, is the company might be a good fit for your product or service, but the person you speak to might not want to work with you. That might mean they might not be the best fit. Let's pretend you work at a web design agency that helps small businesses by redesigning and rebuilding their website to get more traffic and sales. You're trying to get new clients for your agency, so you might look at a business' website and think yep, that page needs a facelift, and we can help with that. So you get in touch with the VP of marketing at that company. But it turns out, they aren't focused at all on improving their website, and they don't want to work with your agency. It's a good fit website and company, but a bad fit person. So, how do you determine what a good fit is? You talk to people. You interview current customers and find out why they bought your product or service. Interview prospective customers, and ask what their challenges are. What their job role is, what a typical day looks like. Interview people who decided not to buy, and ask why didn't they buy and what product or service they chose instead. By learning these things, you'll get a better understanding of who buys and doesn't buy your product and why. It's difficult to figure out if the person is a good fit, without having a conversation. We'll discuss how to have effective conversations to further qualify prospects in a later section. Keeping this idea of a good fit prospect in mind, we'll focus the rest of this section on finding companies and people who might be good fits. [MUSIC]