Posts Tagged ‘prospecting plan’

Finding Professional Prospectors

Monday, February 9th, 2015

ProspectingThe definition of prospecting is the search for mineral deposits in a place, especially by means of experimental drilling and excavation. Similar to prospectors in search of gold or oil, sales professionals also are on the hunt for new prospects – drilling down through lists and excavating warm prospects to turn them into sales. Another definition defines prospecting as “to work to discover its profitability.” Isn’t that what sales people strive to do? Each contact that they encounter – they want to know if the prospect is in need of the products or services that they have to offer.

Prospecting can be a daunting task. Think of the list you developed from social networking sites or the business cards you collected at a trade show (who may have been only interested in the free bottles of water that you were handing out). A recent conversation with a sales professional told me about the BRM’s(business reply mail) that are sent to the main office from a trade publication – only partially filled out – John from Company Q (that has ten thousand employees) is interested in our products. Yup – it said just “John” – no phone number or email address listed. And that was considered a good prospect!

If that is good – what is considered awful? There is no need to call in a forensics team when you can hire professional prospectors. Companies that offer this service can take a list, stack of business cards, or even create a list tailored to your needs and make contact with everyone on the list. Along the way they can weed out contacts that have incorrect information or are no longer with the company, zeroing in on the contacts that are interested in what you are offering. A quality firm will set appointments for you and gather information from the contacts that are not interested in what you have to offer. This information can be used to adjust your approach or give you insight into the needs in the market place.

Leaving it to the professionals – they will mine through a list for you and help you discover the prospects that will be profitable for you.

What Should You Do Before a Business Networking Event?

Sunday, January 8th, 2012

Getting the most out of a business networking event can be challenging. Here is a list of eight things you should do before an event to maximize your networking and prospecting potential.

  1. Bring your networking tool kit.  The networking tool kit includes: an ample supply of business cards, your name badge, any collateral material (flyers, brochures, etc.), and your marketing message (often referred to as your elevator pitch).
  2. Define your goalWhat is your goal for the event? Will you be able to achieve this goal? How will you achieve this goal? Goals could be about how many people you meet, the number of company contacts you establish, or meeting key people.