Prospecting is the art of targeting companies or individuals who are the most likely canidates to buy your products or services.

Profile your "perfect" customer.
Every business has a "perfect" customer. It is that individual or business that has a need where whatever it is that you are selling can fill that need. This is simple and often overlooked. If you are in the business of paving driveways new home buyers would be your "perfect" prospect because most new homes do not come with a paved driveway. The same rule applies with shower doors, lighting fixtures, interior painting and garage door openers. So if you sell any of these products or services, new home buyers are a great prospect for you.

Are you selling Business to Business (B2B)
If you are selling B2B then your prospect list must include the largest companies and "biggest fish" in your pond. What we mean by that is you should always be calling on and trying to get business from any Fortune 500 companies or large corporations that are in your geographic area. For starters, many of these companies like to give business to local vendors. Additionally, it is easy to stop in to meet with and to service these large local accounts.

Eagle Eye Prospecting
This is a term that describes the constant "looking out" for new potential prospects. Prospects are around every corner. They may be the company that is calling on you or the store that you frequent, your neighbors, and especially all of the places you drive by on a regular basis. If you are in the roofing business and you drive by 10 places a day that have roofs in need of repair and you don't even notice, you are not eagle eye prospecting.

Referrals are a form of prospecting. Don't ever forget to ask your friends, neighbors, co-workers, customers and the girl who cuts your hair if they know of anyone who may be interested in what you are selling.

If you do this you will have an incredible list of prospects that can become future sales. however, once you have your prospects listed out and ready you need to be prepared for the cold call and make sure to properly folow up. Sometimes it can take months or even years to turn a prospect into a customer, but it will never happen if you do not contact them ofen and professionally.

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