Prospecting is finding qualified people to be exposed to your sales presentation. You define "qualified" with your target profiles. You do have a target profile in your files don't you? Your target(s) is the ideal prospect for your product or service. A profile is a description of what these target look like, how they think and how they act.
Creating or refining a target profile is a simple matter of putting together all the parts (descriptors.) Obtaining lists is one way for finding prospects. The best and least costly prospecting for a small business manager is through personal networking. Asking people, "Who do you know who wants to buy my factrons?" seldom works because your contact is lacking a lot information. You need a series of questions your contact CAN answer. To do this, develop a set of who-do-you-know prompting questions for each of the standard ways for describing a prospect or target.
Here are some samples to stimulate your thoughts for your own list.
Identify all the occasions where it's appropriate to ask your questions. Sample events are during your regular networking, sales calls or social visits with friends.
Memorize your key questions and rehearse asking them in a casual non-threatening manner. Slightly disguise your intention of gathering sales leads. Store your less frequent or more in-depth questions in your sales kit, daily planner or your handy PDA. The latter has some advantages such as a limited viewing radius and your constant use for other functions during your conversation.
Recognize how difficult it is for anyone to immediately recall names fitting into a special group. Be patient while awaiting answers. Pause between delivering your prompts. Jot down initial details (name) only. Don't interrupt the flow by asking followup questions for contact details. Once the flow has slowed or stopped, return to each name for the details.
Being well prepared strengthens your habit of prospecting during every contact.
My sales manager and trainer controlled his frustrations with me as he reviewed my sales technique after each sale. My manager would ask how many prospects I received from my new client. I had none! I had plenty of names from the many times I failed to make the sale.
After all these years, I can still hear his voice blurting, "Your prospect list is useless because you have people who are the same as the people you couldn't sell and when you get a chance to grab some good qualified leads - you blow it!
I heard his lecture so often, it was easy to repeat for my sales trainees when I became a sales manager for another company.
© 2004-2006 UncleMaxSays.com
UncleMaxSays.com is a division of Kamloops International College Inc.
Privacy Policy Terms of ServiceSmall Business - Time Management - Business Plans - Business Plan Coaching
