Prospecting in Sales - Sources - Tips - Rules

1. Prospecting 2.0
Prospecting
• The continual search for past, present
and potential clients that are
ready, willing and able to purchase
what you sell.

2. Prospecting 2.0
Focus For Maximum Results
• Do your A,B,C’s on:
– Referral sources
– Networking events
– Associations
– Volunteer Activities
– Types of Prospecting
• Be on 24/7 vs. 9 to 5
• Have system for follow-up

3. Prospecting 2.0
Network Prospecting
• Your Association, Activity and Club Contacts
• Community contacts
• Neighborhood Contacts
• Your Personal Suppliers
• Your Business Associates
• Existing Clients
• Your events and seminars

4. Prospecting 2.0
Investigative Prospecting Sources - Continued
• Names from
Conversations
• Association Directories
• Membership Lists
• Purchased data-bases
• Success Stories
– Print
– Radio
– TV
• Websites
• Purchased Mailing
Lists
• Vehicle Signage

5. Prospecting 2.0
Lead Sources
• Professional firms
• Realtors
• Data Bases (Info
Canada, BIV book of lists
etc.)
• Professional Associations
• Internet
• Chamber of Commerce
• Landlords
• Property Managers
• Business Brokers
• University Faculty or
Alumni list
• Government Departments
• NGO’s
• Female Associations
(Business Women’s
Association. Etc.)
• Newspaper Articles
• Enterprise Magazines
• Existing Clients (Happy)

6. Prospecting 2.0
Lead Sources
• Who’s Who Publication
• Trade Publication
• Newsletters
• Specific events and
functions
• Social meeting places
• Vehicle Signage
• Newspaper and
magazines in general
• Networking Clubs
• Niche Banks
• Exhibitions/Conventions/
Trade Shows
• Seminars/Conferences
• Business Suppliers and
Personal Suppliers
• Clubs/Places of Worship
• Relatives/Friends/Past
Employers

7. Prospecting 2.0
Lead Sources
• Children’s’ School
• Mortgage Specialists
• Travel Agents
• Company telephone
directories
• Club telephone
directories
• Embassy’s, Consulates, Tr
ade Commissioners
• Other Purchased Lists.
• Executive Announcements
• Attendees of specific
seminars
• Social networking sites
• Volunteer for various
groups
• Meetups
• Others?….

8. Prospecting 2.0
Examples: Associations / Groups /
Events
• Board of Trade/Chamber of
Commerce, Distinguished
Speaker Events, Luncheons
• Hong Kong - Canada
Business Association
• UBC Events
• Terminal City Club, Marine
Clubs, Rowing Club etc.
• BIA’s
• Local MLA/MP Events
• Ethnic Chamber of
Commerce
• Hop Scotch Festival (my
favorite)
• Volunteer for A category
charity or community
events
• Hold your own VIP mixer

9. Prospecting 2.0
Internet - Prospecting and Networking
• Linkedin
• Trolling Blogs
• E-cademy
• Press Releases
• Industry Portals
• Facebook
• Yellowpages.ca
(Associations)
• Zoominfo ($)
• Jigsaw ($)
• Google Alerts
• Twitter
• Meetup.com
• Newswires
• Chamber and
Association directories
• Other social networking
sites…

10. Prospecting 2.0
Linkedin
“Linkedin is an online network of
more than 200 million
experienced professionals from
around the world, representing
every fortune 500 and almost
every industry”

11. Prospecting 2.0
Responsive Prospecting
• Poster Marketing
• Mail Drops
• Direct Mail Campaigns
• External Displays
• Purchased E-mail blasts
• Web-site Advertising
• Attending Events and Functions

12. Prospecting 2.0
Referrals
• “Do you know anyone who could benefit
from having someone come to their
office and set them up on the same
program like I have done with you
today?”
• “Do you know anyone (non-competitors)
that could benefit from partnering with
us?”

13. Prospecting 2.0
Best Time to Ask for Leads / Referrals
• When a client has just bought and / or is
excited and enthusiastic about your product
or service
• When a client is really complimentary about
your product or service
• When a client is talking about someone or a
company that fits a situation or need for your
product or service
“Timing is important”

14. Prospecting 2.0
When Not to Ask for a Lead
• When a client is upset or concerned about
something to do with your product or service
• When a client is pressured or upset about
other issues
• In the middle of a presentation
• When you just closed a tough sale and the
client’s focus is still on the “how to’s” etc.
• When you have no rapport!
“Use common sense”

15. Prospecting 2.0
13 tips on making the world your
networking function
1. Be referable don’t gather contacts or pressure
for referrals
2. Be interested not interesting
3. You can’t have 200 best friends – prioritize
4. Add value with your network
5. Bank your equity (with the right people)
6. It’s a small town

16. Prospecting 2.0
13 tips…
7. Map and seek out the “white hot center”
8. The more you give the more you get
9. Do your due diligence before you refer
10. Keep Promises, Follow-through
11. Be seen
12. Step it up every year – build your community
13. It doesn’t matter how many competitors are
there, as long as you’re there adding more
value with more credibility