Have the producers screen
Only target prospects that are willing to
buy and that fit your ideal customer
profile. Use criteria such as: What industry
are they in? Where are they located?
What is the title of the decision maker?
What can they spend? What challenges or
issues are they facing?
In the end you can’t pick all 25.
Respect the elimination process...
Be careful not to cast a very wide net
when prospecting. If you market to
potential buyers outside your ideal
customer profile, you end up spending
most of your time responding to
questions from unqualified prospects.
...but give every contestant a
chance to find love with you
Engage with every prospect by making an
intellectual and emotional connection.
They will end up qualifying themselves
by falling into one of five categories: high
probability buyers, future buyers, small
opportunity buyers, possible
opportunities, or no probability.
Do not hand out a rose once the
signs are there.
You don’t have to meet every prospect
for coffee. However the sooner you get
to know their needs, the sooner you can
determine whether they are a viable
opportunity or you should move on to a
prospect who is.
Maximize your one-on-one time.
Ask prospects the right questions. Don’t
interrogate them, but instead guide
them towards the vision they hope to
achieve. Ask about desired results, how
their organization makes decisions, what
their timetable is, and their experience
with other vendors, if any.
If you've got it, flaunt it.
When it comes to prospecting, it’s not
about hitting the gym. Remember that
your best asset is you. Share your
product or service knowledge with
prospects. Being a helpful resource, a
listening ear, and someone who offers
real solutions goes a long way.
Hot tub scenes make it easy for reality contestants to show
off their chiseled abs.
Make a connection.
The goal is to make a real connection
with a prospect that leads to them
becoming a longtime customer. It is here
you need to call on those seemingly
antiquated skills of conversation and
"real life" person-to-person contact.
This word is used too much in reality dating. But it still applies
You might be able to tell when they
step out of the limo.
“The Sales Hunter” Mark Hunter says, “A
prospect is a good fit if they have
provided you with two-to-three of their
critical needs and have shared with you
the timeline as to when they will make a
decision. Prospects will only share this
level of information with you when they
have confidence in you.”
Look for the early signs they’re the one.
Pick someone and live happily ever
Your job as a salesperson is ultimately to
sell, not just prospect. A customer
relationship management system (CRM)
can help you manage valuable
prospecting info, so your time spent
actually selling and closing deals is
Avoid the prospecting black hole.
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