PROSPECTINGTHE LIFE BLOOD OF SELLING

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CHAPTER 6

• PROSPECTING-THE LIFE BLOOD OF SELLING

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OBJECTIVES OF PROSPECTING

• TO INCREASE SALES
• TO REPLACE LOST CUSTOMERS
• TO ESTABLISH QUALIFIED PEROSPECTS FROM LEADS
• ACQUIRE DEMOGRAPHIC KNOWLEDGE OF CUSTOMERS
• DOES THE PROSPECT HAVE MONEY,AUTHORITY AND DESIRE
  TO BUY?

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PROSPECTING PLANS

• SET GOALSDAILY,WEEKLY AND MONTHLY QUOTAS
• ALLOCATE TIMEESTABLISH REGULAR DAILY SCHEDULE
• KEEP RECORDS
• STAY POSITIVE
• EVALUATE

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PROSPECTING METHODS

• EXTERNAL SOURCES
• INTERNAL SOURCES
• PERSONAL CONTACT SOURCES
• EXHIBIT 6-4 PAGE 201 (PROSPECTING METHODS)

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EXTERNAL SOURCES

• REFERRAL
• CENTERS OF INFLUENCE
• INTRODUCTION
• ORGANIZATIONS
• NON COMPETING SALES PEOPLE
• VISIBLE ACCOUNTS
• SALES LEAD CLUBS
• TRADE SHOWS AND DEMONSTRATIONS

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INTERNAL SOURCES

• COMPANY RECORDS
• LISTS AND DIRECTORIES
• ADVERTISING INQUIRIES
• E- PROSPECTING ON THE WEB
• DIRECT MAIL
• COMMERCIAL LEAD LISTS

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PERSONAL CONTACT SOURCES

• COLD CANVASSING
• ENDLESS CHAIN-CUSTOMER REFERRAL
• TELEPHONE AND TELEMARKETING
• NETWORKING
• SALES SEMINARS
• PROSPECT POOL

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PROSPECTING GUIDELINES

• CUSTOMIZE PROSPECTING METHOD
• CONCENTRATE ON HIGH POTENTIAL CUSTOMERS
• CALL BACK ON PROSPECTS WHO DID NOT BUY
• IMPORTANCE OF REFERRALS
• STRATEGIES FOR EFFECTIVE REFERRAL REQUEST
• RESIST CALL RELUCTANCE