FREE online courses on Selling Step by Step - Prospecting - Identifying the Prospects

Identification of prospects is a taxing job and every sales person should try to collect information about the potential customers from all available sources.

 

These sources can be either or a combination of the following:

 

• Current Customers: The current satisfied customers who spread positive word-of-mouth.

 

• Referrals of satisfied customers, also called “Endless chain”.

 

• Center of Influence: People who act as an influence for others, such as housewives, bankers, family members, local politicians, famous personalities etc.

 

• Sales Trainees: These are referred to as “spotters” as they help to spot the potential customers.

 

• Directories: Regular telephone directories, membership directories of trade associations and professional societies.

 

• Mailing List: List of persons and organizations for direct mail advertisers, pamphlets, etc.

 

• Trade shows, exhibitions, etc.

 

• Cold Canvassing: calling on a potential customer without any prior appointment.