Successful sales people must learn to recognize and distinguish markets (forest) as well as understand and connect with individual businesses (trees) as part of the prospecting process. After you have surveyed your markets and segmented them into types of businesses you can build your plan to systematically begin the process of prospecting and building relationship with each of them in their own preferred way.
Chose any market segment that you have identified and look through that list of business and ask yourself how is this one different than the next one, and why. Write down any answers you come up with. Do this for your entire list of businesses in that segment. An example might be the market segment of installers. This segment is made up of many different businesses that have their own unique business needs, organization, customers etc….
As you are approaching the segment you will have a somewhat generic approach for all the businesses, but as you get to your second and third meeting you will need to adjust your strategy, message, etc… based on what you learned about each unique business and individuals at the business. Essentially what you are doing is seeing each tree in the forest and learning how they are different so that you can effectively build relationship with them and grow the relationship both personally and professionally.
These strategies (seeing the forest through the trees and seeing the tree in the forest) can be applied no matter where you live or how new old seasoned you are in the AMSOIL business. They can also be applied to existing members of your personal downline and in your recruiting activities. Understanding this concept and implementing it consistently will yield positive results in your business in both the short and long term.