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Increase Sales Twenty Percent by Mapping Your Prospect List

Written by: Keith O'Brien

Article Overview: While online mapping services and GPS devices are great for helping people get to where they're going - it's more important to those of us in Sales to know where we need to go in the first place! And while we're at it -it would be nice to know if we're contacting the best opportunity in the area - and shoot - since we're already there - is there anybody else we should be talking to close by?

Increase Sales Twenty Percent by Mapping Your Prospect List

If you cover a territory, and your livelihood requires finding new customers - then prospecting from a list is most likely an extremely important part of your work tasks. Unless of course you've got an efficient corporate office support center dedicated to delivering you top quality leads that keep you in front of the best prospects all the time... I didn't think so.

Alright - then let's agree that as a salesrep - you make your money in front of prospects selling - instead of behind a windshield driving (or on a plane flying or a train sitting...you get the picture). What if you could look at your territory and instantly know where your best prospects are located? What if you could efficiently prospect your territory, planning trips that maximized time in front of prospects selling - instead of wasting time and money on unnecessary travel?

Well of course - you can (or this would be a very short article). The new productivity increasing tools available to the mobile sales rep are simply the stuff of 'The Jetsons'. No we don't have flying cars yet - but man we got some really cool technology out here that we as sales people need to make sure we are taking advantage of. One powerful tool you need in your arsenal is mapping software.

Free internet mapping services have been around for a long time - at least for the computer world - with MapQuest launching their online service in February 1996. There are several other options to choose from today including Yahoo Maps, Google Maps, Microsoft Virtual Earth and more. These services have been a great help for sales people in finding directions to the client or the best restaurant.

Consumer GPS receivers have really come on strong in the last few years too. 'GPS' stands for 'Global Positioning System'. Operated by the U.S. Department of Defense, it's a network of 24 satellites circling the earth that transmits data to earthbound receivers. With this information, receivers can calculate location, speed and even elevation. These devices are great for showing you where you're at and how to get to your destination. The civilian market has exploded with demand for these systems.

While online mapping services and GPS devices are great for helping people get to where they're going - it's more important to those of us in Sales to know where we need to go in the first place! And while we're at it -it would be nice to know if we're contacting the best opportunity in the area - and shoot - since we're already there - is there anybody else we should be talking to close by?

This is where the mapping software packages come in. Running on the laptop you already have, they combine the ease of electronic mapping with the convenience of optional turn-by-turn voice guided GPS directions. But the real power in mapping software is its ability to marry up your ever important suspect list with location on the ground.

Key 'Prospect Value Indicators (PVI's)' let you know the value of your prospect. If you sell pharmaceuticals, it might be the number of doctors in the practice. Sell managed HR services? Then maybe the number of employees is your PVI. Whatever it is, you can acquire a list that includes this target information. Then you can sort your list into value ranges that makes sense to you, import it into your map and choose specific pushpins that quickly identify the prospect's value.

Once you've mapped your prospect list - trust me - you'll never look at your territory the same way again. Now you can efficiently plan your sales travels, geographically grouping your best prospects so you maximize your time where you make your money -in front of the prospect selling.

Sometimes - getting to your prospect's address is only half the battle. If they're located at a huge complex, you can waste valuable time deciding where to park, and which entrance to go through to get to their office. Some mapping packages offer a link to detailed aerial photos with astounding clarity. When setting up the meeting, you can really impress your prospect when you ask them which door to walk through on their building when you arrive for the sales call. With your trip planned, you can choose to add a GPS receiver to your laptop, and follow turn-by-turn voice guided directions right to your meetings.

Because your map stays with you, you can add all kinds of points that make your life easier on the road. Want to find free Wi Fi locations in your territory - type in 'Free WiFi hotspots' on the internet and get a free list from several sources and import it to your map. Want to make sure you know where all your favorite restaurant and coffee chains are? Go to their website - download their locations - and add them to your map. See a great beach you want to take your family to on your next vacation - mark it on your map!

Mapping software tools are a valuable resource for sales professionals seeking to maximize their productivity and increase their sales. They can also make business travel less stressful, more convenient and cost effective. There are several mapping software products available on the market today including Microsoft Streets & Trips 2008 (this is the one I train on), DeLorme's Street Atlas 2008 and ESRI's BusinessMAP 4.5. Check them out and increase your sales now!

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Article Tags: computer world, cool technology, february 1996, flying cars, global positioning system, google, gps receivers, internet mapping, jetsons, mapping services, mapping software, mapquest, microsoft virtual earth, mobile sales, sales rep, salesrep, unnecessary travel, wasting time, work tasks, yahoo maps



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