It is important
to identify the prospects who will have the highest
need for your product or service. These are your best
prospects-the ones who are most likely to buy, use,
and recommend you and your services.
When you
have identified your best prospects and know where
to find them, you can use your personal marketing
skills to generate leads that will most likely result
in sales. These techniques can actually help you create
an environment where your prospects call you! Lead
generation is the fuel that drives the engine of your
sales success. The techniques discussed in this chapter
can keep you supplied with highly qualified leads
for the remainder of your sales career.
Analysis:
Identifying Your Best Prospects
How can you identify those prospects who are most
likely to want to hear your message? And, once you've
identified the profile of those most likely to buy,
where can you find prospects in large numbers who
fit your profile?
Your study should begin with an analysis of your sales
over the last two to three years. If you are new to
sales or to your company, look to experienced salespeople
or to your sales manager for help here.
In your
analysis, you'll look at three things:
