By Jeff Beals
- Don’t neglect top-of-funnel prospecting even when you’re busy closing a couple deals at once.
- Your targeted prospects truly should be the people whose problems you are best equipped to solve.
- Leads from branding and marketing efforts are nice, but, over time, your future depends on clients you go out and get.
- A prospect who does not look so promising at ﬁrst can become a desirable one if you see him or her through a different lens.
- Buy prospecting lists but remember the best information comes from asking a lot of questions of many people.
- Log every prospect conversation so you never end up going back on your word.
- If you are blessed with support staff, delegate everything except those things that can only be done by a sales pro—you.
- By targeting diamonds in the rough, you enjoy access to the prospect without the burden of heavy competition.
- Keep an open mind. A prospect might be able to ﬁll more than one client role.
- Referrals work better when you really know the referrer.
- Never take a strong referral for granted. You still need to earn the business.
- The earlier you qualify, the more efﬁcient you’ll be. Part of qualifying is determining if the client is right for you.
- Don’t be star-struck by a too-good-to-be-true prospect.
- Personally qualify instead of relying on second-hand information.
- While elimination of suspects is the goal of qualifying, be careful not to dismiss too soon.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at firstname.lastname@example.org or call us at (402) 637-9300.
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