The Prospecting Process

A salesperson who clearly clarifies the right questions about the right people in the right places at the right time will continuously build a rich pipeline. Where are these prospects? Take 15 minutes today to ask...

"WHO?"

Who has the most obvious need or desire for what I sell? For whom is that need or desire most compelling or urgent? Who are my ideal buyers? Who do I know that fits that description?

"WHERE?"

Where does my ideal customer work? Where do they live? Where do they shop? Where do they hang out or congregate? Where can I go to make contact with them?

"WHAT?"

What will this person or company gain most from an association with my brand? What more do I need to know to turn them from a basic lead to a promising prospect? What additional information will give me unique insights about them? What can I say or show to pique their interest?

"WHEN?"

When is the optimum time to talk? When are they most likely to give me a hearing? When should I contact them again if the first attempt is unsuccessful?

"HOW?"

How can I devote more time to build my pipeline? How can I be more efficient? How can I make sure I'm not wasting time on basic leads when I should be spending time cultivating promising prospects?

 

The best way to begin this (daily) exercise is to speak to your current customers. They can offer guidance, direction and clarity as you build your pipeline. Start the communication by first giving them something useful, valuable or interesting — and the Law of Reciprocity will see to it that you are rewarded, as well.


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