Picture the scene. You’re at a networking event or a party. The room is buzzing—it’s packed full of people who you could strike up a conversation with.

Of course, you’ll never get around to speaking to everyone that evening. So you have to choose who to walk up to and introduce yourself. You don’t want to meet just anyone. You want to spend your time speaking to the people you can really connect with.

Now, picture that packed room as potential customers for your business. You can’t have a conversation with every one of those people. Who would you choose to speak to, and how will you know that person when you see them?

The better we are at discerning our right people the more shared value we can create.

Image by Railway Summit