I formed my list by identifying one critical item first, and that item was, “making calls.” I knew I needed to make a certain number of calls every week to find enough new prospects to sustain and grow my business. . . . → Read More: A Half Dozen Things Make All the Difference
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When I first started identifying the steps I was going through in order to prospect, my prospecting “system” came to life. . . . → Read More: Create a Process for Prospecting In general, he or she who develops the best contacts over time, will have the most success. . . . → Read More: Pick and Choose Your Way to Sales Prospecting Success A minimum qualification standard is simply a definition or description of the minimum quality prospect you are willing to work with and yet still make a reasonable profit. . . . → Read More: Who Qualifies to Be On Your Prospecting List? Most data collected by salespeople is only used in the short term context of either closing or not closing an immediate sale. If the sale is not closed, qualifying information is discarded. You must, however, make it an ongoing priority to collect pertinent, qualifying facts about potential prospects in your market. . . . → Read More: Sales Prospecting Lesson Three: Collecting Useful Information Most finished leads are derived from two places. The first is as a result of personal interaction. In Prospect Factory, this is mostly over the phone, but it encompasses all areas of personal interaction alluded to in our lessons. The second source of finished leads is through One-Pagers that have been completed and returned by prospects. The two numbers are combined into a total that equals a substantial number of prospects. . . . → Read More: Sales Prospecting Lesson Five: Putting It All Together Once your website is in place – and it sufficiently and professionally tells your story, you’ll need to draw folks to the site. There are many ways to do so, one very important way is using email. The more you can segment a list by subject and familiarity, the better your focus will be as you work through the list. The better your focus, the better your results will tend to be. . . . → Read More: Why Sort a Prospecting List? So, what do you sell? Or, what do you want to sell? Is there a particular market niche that you wish to pursue? Is there a particular product that is uniquely positioned for this moment in time? Isolate your product or product category before moving forward! . . . → Read More: Sales Prospecting Lesson Two: Laying the Foundation for a Prospect Factory I am continuing to develop more ways to serve small businesses through my writing and my website offerings. . . . → Read More: Consulting Services |
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