Description
Prospecting is a vital part of the selling progress. Some studies reveal that the average company loses 15% to 20% of its customers per year. Prospecting is a series of sequential activities designed to identify, qualify, and prioritize organizations or individuals that have the need for and the potential to purchase the sales persons’s market offering of products and services. Prospecting is extremely important to salespeople. Therefore regular prospecting is vital to generating to desired revenue or goal. Do not fall into the trap that the current customer base will be sufficient.
There are two types of prospects:
- Short term
- Long term
For the assignment, you are to complete the following:
- Identify at least 5 sources to locate your prospects from the list. (Referrals, Social Media, Friends/Family/Centers of Influence, Directories, Trade Publications, Trade Shows/Special Events, Telemarketing/Email, Direct-Response Advertising/Sales Letters, Website, Computerized Database, Cold Calling, Networking, Educational Seminars, Prospecting by Nonsale Employees)
- Provide a detailed explanation of why you selected those sources.
- How do you intend to manage your prospect base? (When will you contact them? How will you organize the information, will you use Excel, a call log prospect sheet or a combination of all these methods?)
- Select one of the following models: Portfolio Model or the CRM Sales Funnel. Provide an explanation of why you selected that particular model and how it fits into your communication style. (My Style is Reflective and Emotional)
Sample Solution
