Feb 24 2009
No umbrella neccessary…..it’s a “brainstorm”……
Before we get into some effective prospecting ideas, we’re going to start at the beginning……..preparation. Just like when we talked about the phones, much of the success of your prospecting will depend on being properly prepared.
So, we get to make some more lists.
I know what you’re thinking…….YAAAY, LISTS!!!!!
OK, maybe not so much. But as with the phones, this is the place to start. You’re going to make 3 separate lists.
List 1: Types of prospects. This will generally be pretty short and simple. It’s a list of the types of people and/or businesses that could potentially use your product. For example, if you are a landscaper who specializes in decorative work, the list might be as simple as “homeowners”.
List 2: A master list of prospects. This is the meat and potatoes. You will list every possible prospect you would pursue. Now obviously, for the example above, that would be unwieldy. So for that, you might buy a list of homeowners in your target area from a list-broker.
List 3: A list of possible approaches. This is where the creative brain comes into play. You want a list of every possible way you could make an initial contact with your prospects. Mail, phone, in-person cold call, smoke signals…….whatever you can think of that might get their attention. And the more possibilities you have, the better.
NEXT POST: We’ll explore how to put this brainstorming into practical work.
Now go sell something!
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