The first time I was in sales, I was in a business in which almost any person could be a prospect. In sales training, one of the ways we were taught to find new sales prospects was through people we met personally. This method of prospecting required that I be in prospecting mode nearly all the time, and I was encouraged to ask folks about business soon after meeting them.
In time, I found that this method of prospecting made for a rather difficult way of life. It was rough for me and for the people I’d meet. After a short while, I stopped doing it altogether. But, looking back, I did learn that it can be valuable to keep your eyes and ears open to business opportunities with the people you meet socially. The key is to do so without making them or you uncomfortable.
Opening Doors with People You Meet
Consider these ideas for promoting business through social interactions:
- Don’t be in 24 hour “sales” mode. Instead, be in 24 hour “qualification” mode.
- Enjoy being interested in other people and learning about folks gently and respectfully.
- Seek to add the qualified people you meet to your life-long prospecting list.
- Keep these contacts in a prospecting database. Make a database “code” or notation that enables you to sort and identify the prospects you have met socially.
- Unlock the value of this prospect list by using it as a basis for a mailing list.
Send direct mail that is low-pressure, brief, and informative to the growing list of qualified people you meet. In your mailings, cover a specific topic of interest but also include a general description of what you do. Make your correspondence “current interest” focused and send it at recurring intervals (i.e. every 90, 120 or 180 days). Prompt folks to respond if they have an interest in hearing more information from you.
Through such activity, you can keep your eyes and ears open for potential prospects that you meet socially, and you can do so in an easy and relaxed manner. In time, collecting a list of people you have met personally and unlocking the value of that list with current-interest-focused direct mail should help you move your business forward.
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The answer is: it depends on what kind of prospecting you are asking about. A great general tool is Huthwaite. They came out with SPIN selling. If it fits for you needs, it's a powerful tool.
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What i normally do is try through research to get an approximate value and then use it in my question.When you back your question with a statement (usually) a prooven one the prospect cannot hide or lie.
Another method is by asking the question in a way that obliges him/her to have the correct answer. For Example using the name of his person of influence or using a past report, or hurting him/her on a growth factor
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Most voicemails are not returned- but that doesn't mean that you should not leave messages.
I find that if I leave numerous messages, the prospect is often more willing to talk to me when I finally do reach them. At least, they know who I am.
Also, by leaving messages that do not fully identify you, or why you are calling, you may pique the prospects curiosity enough to get them to call you. Such as "Hi Bob, this is Mr Best Answer calling- I have a question for you when you have a minute. Please call me at xxx-xxxx when you get a chance".
They may assume you are somebody other than a salesman and call. NEVER pose as a customer to get a return call, though.
The type of message you leave will vary, depending on your product.
View your prospectis as semi-friends type of relationship. Make 1 or 2 relevant jokes to break the ice and off you go from there…
Don't put too much pressure on yourself. They are rejecting the offer, not you. =)
Good luck – i know it's hard.
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As a sales oriented marketer, if I needed new nationwide restaurants, I would go to Infousa.com and buy the list. It will be exactly what you want and for the money it costs 8-15 cents a name you can focus on what you do best… Sell!!! Good Luck to you!
Host a chamber of commerce meeting at one of the dealerships.
Give away hot dogs etc in front of the dealership.
Call past buyers of cars from the dealership from over 5 years ago just to touch base with them.
Call up recent buyers and offer them incentives for referrals.