Prospecting

1. UNIT 1
Personal Selling
Prospecting

2. Consumer
Buyer
Client
Prospect
Do you know the difference between these three
concepts?
?

3. Consumer is the one who uses or consumes the goods
or services he buys

4. Buyer is the person who acquires by right the ownership
of a good or service

5. Client is someone who buys goods or pays for services

6. Prospect is the person we have in perspective as a
potential buyer or customer

7. Prospecting is the set of actions carried out by the
business manager or by the company, aimed at
obtaining information that allows them to identify
and qualify future customers

8. Success in negotiation
and marketing depends,
increasingly, on the
ability to find potential
customers

9. Some business leaders
make the mistake of
considering all people as
prospective customers
without determining
whether they possess the
characteristics of good
future customers

10. Requirements to qualify prospects
Solvency to pay
Authority to buy
Need to purchase

11. Sources of information for prospecting clients
Information from the company
Information from other organizations
Current and former customers
Addresses of competitors and non-competitors
Newspapers, magazines and internet
Email lists, or phones

12. 1. Ask current customers to recommend new
prospects
7. Fairs and public exhibitions
2. Recommendation by the influencers
6. Door-to-door sale
5. E-mail marketing
4. Telemarketing
3. Centralized information
Prospecting methods

13. Thank you