Chapter 3:   Prospecting for and Qualifying Prospects

VIDEO:  Preparing for Successful Sales Relationships  (Take detailed notes)

Meet Noah Huggins:

Remember those stages-

A.  The Importance of Prospecting

B.  The benefits of Prospecting

C.  Qualifying
        What is a lead?
        Salespeople must qualify a lead in terms of four basic criteria:
             1

            2

            3

            4

        Accessibility and profitability:

   *HOW TO SEARCH FOR LEADS
        *  Random searching
                Door to Door

                Territory Blitz

                Advertising

                E Mail and Web Sites

        *  Selective searching - Direct Leads
                    Friends, Neighbors, Acquaintance

                    Personal Observation

                    Spotters

                    Endless Chain

                    Centers of Influence

                    E Mails

                    Former prospects and customers

                    Junior salespeople and sales associates

                    Professional organizations

                    Company records

                    Mailing lists

                    Newsletters

                    Surveys

          *  Selective Searching - Indirect Leads

                    Direct Mail

                    Trade shows

                    Seminars

                    Contests

                    Gifts

                    Unsolicited Inquiries

                    Telemarketing

D.  The Prospecting Plan
   1.  Set objectives
    2.  Allocate Time
    3.  Become familiar with prospecting techniques
    4.  Choose one or more techniques
    5.  Systemize the prospecting plan
    6.  Evaluate the results

E.  Prospects:  The pot of Gold

Topics for Thought (91)

Case 1:  Prospecting while Driving Around

Case 2:  When Cold Calling Turns Cold