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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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. It’s notable from the very first step that this approach is not “relationship based.” The prospect list created as a result of this process is a top-down catalog of your market as a whole (or, a segment of it). . . . → Read More: Formulating a Buyer Description and Creating a Prospect 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 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 No matter where you are in your sales career, the best time to begin collecting such a list is NOW! In many ways, your lifelong economic value has a direct relationship with the value of your lifelong contact list! 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 The “properties” of direct mail refer to its physical characteristics such as the kind of envelope used and the collateral inside it. . . . → Read More: A Few Direct Mail Basics 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? 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? |
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