Sales Prospecting Lesson Two: Laying the Foundation for a Prospect Factory

In Lesson One we discussed the importance of prospecting and gave a list of parts – or a series of steps – involved in a “prospect factory.” A secondary issue is that it is natural for people to experiment with marketing systems that will move their businesses forward. Sometimes, out of this experimentation, come some very successful ideas. In other instances, however, a person may not be able to get a prospecting rhythm going quickly enough to get his or her business off the ground. In such cases, unfortunately, failure can result.

As we lay out a roadmap for prospecting, keep in mind that your unique approach is important! Take what works for you from ideas presented here and try to make them your own. However, hand-in-hand with the goal of creating your own unique approach to prospecting is the importance of recognizing when to use a road map in order to protect yourself from running out of time!

So, let’s get started!