Thoughtful Thursdays – Be a better prospector…
… and grow your sales faster.
If you find that locating your prospects is like looking for a needle in a haystack, you had better be looking in the right haystack. Prospecting without purpose can be discouraging and waste a lot of time.
Successful sales professionals prospect with purpose and as a result close new sales to new customers faster, while taking care of their sales base at the same time.
Today’s sales thought is about ways to improve your prospecting activities.
- Review the target market – are you looking for the right prospects?
- Focus on the target market and determine the primary industry the target market operates within
- Look for online databases that serve the target market industry – construction associations for example
- Extract prospect information from the databases and assemble a list
- Prioritize the list – you may not want to go after the biggest potential first
- Block off time for prospecting each week and make sure you do it – make it a habit.
Do your homework, locate the right haystacks, find more needles and grow sales faster.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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