"Prospecting is the proactive approach aimed at enhancing your relationship with prospects"
Prospecting operational process
Prospecting goals
Qualify leads,
Gather information on individual target businesses,
Deliver valuable information,
Boost the perception of a need,
Make appointments for the sales network.
The 6 prospecting operational phases:
- Preliminary planning of the telephone call to the target company
- Bypassing filters to establish a dialogue
- Collecting data on the company’s general situation
- Identifying a solution and/or introducing a product
- Introducing the solution / product to arouse interest
- Concluding with information for the customer follow up or making an appointment for the sales team