Pre-Approach Flashcards
1
Q
What to do before contacting a potential customer:
A
RESEARCH!!! (shows you care)
2
Q
Before calling…
A
Have a “call objective.”
-to further learn needs
-to get updated
-to schedule meeting
3
Q
Define “prospect:”
A
= potential customers/suspect/lead.
A group most likely to make a sale with your business.
4
Q
define “prospect base:”
A
A list of prospects
5
Q
Where to find new prospects :
A
trade shows - advertisements - past customers - seminars - strategic alliance - influence from others - social media - websites - viral leads
6
Q
CRITERIA for prospect base (4)
A
- NEED of product
- the AUTHORITY to make decision to purchase
- the RESOURCES ($) to purchase
- the WILLINGNESS to purchase
7
Q
A