(Attainments are levels of growth along a path of development.)


Level 5 – Advocate They joyously bring other prospects to you.

Level 4 – Client They have bought from you multiple times; you are their first thought when they have a need.

Level 3 – Customer The customer and the contract have been satisfied.

Level 2 – Prospect Verifiable two-way business communication exists. They have looked at your offering, it will solve their identified need, they have the budget, and intend to take action in your timeframe.

Level 1 – Suspect Someone who fits the customer profile for the product or service you offer. This implies that you have developed a customer profile. The more research you do, the better the quality of suspects you will be spending your time on.


Copyright 1996 Steve Straus. All rights reserved.