These identifying features should ideally be recognizable from information vietnam telegram appearing in directories or listings.
In many businesses and professions, for example, prospects are easily identified from classified listings in telephone and city directories.
The key characteristics that identify them are grouped into descriptions of the different classes of clients, and these are the definitions of prospects.
By using prospect definitions, the salesperson selects different sources for the names of likely prospects, or “suspects,” as they are called.
Sources of prospect information include directories of all types, news and notes in trade papers and trade magazines, credit reports, membership lists of chambers of commerce and manufacturers' associations, lists purchased from list brokers, and service records or applications.
Salespeople selling services, insurance policies, for example, discover prospects among their acquaintances, members of their professional, religious and social organizations, and even through referrals from friends.
Another source of prospects is satisfied customers who , voluntarily or upon request, suggest other contacts to the salesperson who served them.
3. Qualifying prospects and determining probable requirements
As information is gathered about each potential prospect (i.e., “suspect”), it becomes easier to estimate the likely characteristics of each for the types of products sold by the company.
Prospects with requirements too small to represent profitable business are eliminated unless their growth prospects are promising.
Even after tapping into all readily available sources of information, additional information is often required to qualify certain prospects, and personal visits from salespeople may be the only way to obtain it.
These visits may not bring sales, but they save time since prospects will be separated from non-prospects.
4. Relate the company's products to the requirements of each prospect
The last step is to plan the strategy to approach each potential client and carry out proper customer prospecting.
From the information gathered, it is usually possible to determine the likely needs of each potential customer.
From what the salesperson knows about the company's products, their uses and applications, he selects only those that seem most appropriate for a particular prospect.
The sales pitch is now easy to build and tailored to the prospect.
The salesperson should have clear ideas about specific problems that the prospect may raise and other obstacles to the sale that may arise.
Salespeople ready to contact the prospect have as their only remaining tasks: setting up an appointment, deciding how to open the presentation, and determining how to persuade the prospect to become a customer.