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Prospecting

Prospecting articles | Prospecting methods | See also

Prospecting is one of the most feared and disliked activities in selling, especially when it involves cold calling. But it is completely essential and a good sales person treats it as a professional and necessary part of the job.

Prospecting articles

Here are a few thoughts about prospecting.

Prospecting is...: Definitions.
The successful prospector: Could be you?
Fish where the fish are: Don't just look under the light.
Dealing with No: How to withstand the body blow of refusal.
Three customer types: That need different prospecting and selling.
Verifying the person: Check you are talking with the right person.
The cold call sequence: Key steps to get what you need.

Prospecting methods

There are many ways of prospecting for new customers. Here are just a few ways of getting out there and finding prospective sales:

Clubs and societies: Combine pleasure and business.
Cold calling: Calling people who have no known interest.
Conferences and Exhibitions: Rich pickings here!
Direct mail: Send flyers and information.
Expert pull: Become an expert and they will come to you.
Getting referrals: Get people to give you leads.
Using referrals: Making use of the best leads you can get.
Orphans: Rescue customers abandoned by others.
Prospecting clubs: Collaborating with other sales people.
Web trawling: Finding useful detail online.
Your website: Is a very powerful modern tool.