The Prospecting Process

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The Prospecting Process

• Step 4. Go Prospecting!
• A variety of methods is most effective
• but the most common include . . .
• Cold Calls
• Leads
• Segment-specific prospecting

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Cold Calling
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• Cold calls are calls you make on customers
• you dont know or havent worked with before
• In business-to-business markets
• many people believe that cold calling
• is not useful or even possible
• because they think they know everybody
• When you cold call, you have an opportunity
• to learn much about your market
• as well as finding new customers
• Cold calling keeps you sharp

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Cold Calling

• Your competitors customers
• are an important source of cold calls
• Trade shows are another type of cold call
• because new prospects come to you
• but you must . . .
• Get customers into your exhibit
• Track who shows up
• Follow-up after the show

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4
Segment Specific Prospecting

• Segment Specific Prospecting are calls made
• on prospects you dont know
• but who fit a category or segment
• that you believe qualifies them
• to be a good prospect
• These Cool calls are valuable because
• the probability of finding good prospects
• is significantly greater

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5
Leads

• Leads are calls made on prospects
• who you have reason go believe
• has a need that fits your product
• or may already be interested in your product
• Leads come from a wide variety of sources
• Other salespeople in your company
• Service or staff people
• Trade show contacts
• Salespeople in non-competitive firms
• Satisfied customers
• Other prospects

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6
The Prospecting Process

• Step 5. Prioritize Prospects By Name -
• Once you have developed an extensive list
• you must decide who to call on first
• The Prospect Priority Index (PPI)
• is a widely recognized tool
• for prioritizing prospects

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