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Finding More Customers to Sell To…aka Prospecting!

Hello Brian,

I’ve been doing some prospecting and was referencing my notes from the Webinar you did on this subject for SPAN on March 25^th. Then I thought: “Hey, I should do a quick outline for your SPANnet Group.”

I thank you for this valuble information and I hope you (and others) will add to, change, or correct any of the following:

Prospecting is simply finding more potential customers to sell to.

Prospect by start out with a lot of people who might buy form you and qualify them.

Prospecting is a process:

Identify groups or organizations that might be interested in buying your product.
Search for names of individuals to contact.
Qualify them as prospects.
Prioritize them to determine order of contact

Prospecting Strategy:

Who is most likely to want your book.

Where would that person look for the book.

Where would that person congregate with similar people

To find more prospects, ask questions:

Who could use this information.

Where do they look for that information.

What are over looked segments.

Where do they look for information.

Who could use your information in unusual ways.

Who could adapt your content to their specific needs.

Who could use your content in large quantities

Lead Generation Methods

Cold calling

Mailings

Seminars

Advertising

Media appearances (you can prospect for these)

Networking

Referrals

Internet prospecting

Trade shows

Qualify your prospects

Eliminate those who are not prospective buyers at this time

Be familiar with market

Prioritize Your Prospects

Rank you MVP (Most Valuable Prospects)

Purchase large quantities (large dollar volumes)

Who are you familiar with

Customers with similar reasons for buying

You can contact by email or phone

Customers with knowledge of your book

Keep track / Keep Records

Follow Though / Follow Up

Evaluate

Rejection