Prospecting's 8 Simple Steps©
The economy is "iffy" at the moment and may be heading into a full fledged recession. That means that we sales professionals need to get out and shake the bushes. That is Prospect.
Here are 8 simple steps to kick that process into gear.
First, actually decide that you need to Prospect and are going to do it!
Second, select the formats to use. Tele-Prospecting and Face to Face Prospecting. I don't think there are any other options. In order to have a complete Prospecting program, you will need to do both!
Third, follow the 3 P's formula that I have promoted for years - Prepare, Practice, and then Persist.
Fourth, determine how often you will need to actually Prospect per week. You can use our Statistical "Prospecting" Control formula.
Fifth, BEGIN NOW!
Sixth, use some form of tracking to be sure you are actually doing the quantity of Prospecting you determined you need to do.
Seventh, be sure you have a good Follow up system since you don't sell on Prospecting calls, so Follow up is essential.
And eighth, simply keep at it.
There it is, not too difficult. So get going and make 2008 your biggest year for new customers.
Sell Well and Often
Bill Truax
© Copyright 2008 WJ Truax
Prospectings 8 Simple Steps - To learn more about this author, visit Bill Truax's Website.
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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