HOW TO BUILD AND KEEP A P.U.S.H (PROSPECTS) LIST
BY KOLADE, Adeleye (DON AKKOT)
WHAT IS PROSPECTING?
Prospecting is the act of searching for something of value. That is, something
that has value for your products and services. Something that has need(s)
and at the same time has the financial strength (capacity) to pay for your
product(s) and services. Remember, it is not everybody who needs your products
and services can afford to pay for it.
Prospecting is the act of searching for something of value. That is, something
that has value for your products and services. Something that has need(s) and at the same time has the financial strength (capacity) to pay for your product(s) and services. Remember, it is not everybody who needs your products and services can afford to pay for it. |
TYPES OF PROSPECTING
There are 3 types of Prospecting namely;
1. Cold call prospecting:- this is one of the important ways of prospecting by
talking to somebody you are meeting for the first time on the road or in his office.
2. Referrer prospecting;- this is also an important way of getting prospects,
through someone you already know. That is, through your existing clients,
friends and family
3. Self-lists prospecting:- this is prospecting through listing out of the people you
know or have contact with in life.
Prospecting is not just for the insurance salespeople. Every organization
needs it. Make a list including everyone you can think of who might need your
product(s) or services. Don't be too selective. Think about every situation
where you come across different people.
▪ List out Friends
▪ Business Associates
▪ Members of Organizations you belong to
▪ Your Church or Mosque members
▪ Old school Association
▪ People you buy products and services from
▪ Your existing clients
▪ e.t.c
put all their names on a note book not sheet of paper, if you use a PC or a tablet
or a smartphone that has a notepad application, use it to record their names and all other important
information like the addresses and phone numbers, include on the list every other
important information. Note that you should get the names down even if you will need to look
for the other information like the phones and addresses in other to contact them.
Always remember to check your list daily, anytime you have a break in business
from the customers you are servicing, add to the list regularly as new people
come to your mind. Once people on your list become your real prospects
(that is; once they have a need or have indicated some interest on your products)
promote them to your “card file” or “prospect file” on your book or computer
or pad or phone. And use this file for follow-up. Then, create more activity books
for your prospects to capture all the recent conversation you have with them.
Don't just wait for people to wander into your place of business. Contact them
make it your habit to reach out to potential clients. But! Don't do it in such a way that it will look as if you don't have any other place to go.
Allow me cite an example with a young man who I will like to call Dave: Dave was a retired police man who decided he wanted to start his own business
and be his own boss. He had no experience and wasn’t even sure of what to do.
For his first venture, Dave worked out a deal with a wholesaler of small
appliances. Dave could get good quality products at a very attractive price.
He set up a small store and at first, he did what almost every other store owner
does. Dave ran a few newspaper advert and waited for customers to come
in and buy. Guess what? Nobody came so, instead of sitting around waiting
he created a lists of people he knew and began to call them. His pitch to them
was low-key. He simply told them the truth; he had started a new business
and it was going pretty slow. He wondered if they new anyone who might have
a need for a small appliance.
In other words, he just asked for business, and 'surprisingly', his business began to boom. Was it a revolutionary idea? Of course not. It's common sense, yet how many small store owners do you know who do this?
Dave’s story has a happy ending as you might guess. He succeeded in his first
store and went on to develop a chain of appliance stores that has earned him
a handsome living
For comments and questions, please contact us through:
Our website:
www.ffanigeria.com
Our blog: factfocusakkotian.blogspot.com
Our facebook:
factfocus akkotian, our linkedin: factfocus akkotian Int’l. Ltd
Our twitter:
@akkotian
Our google+: factfocus akkotian Int’l Ltd
Also e-mails us:
info@ffanigeria.com, donakkot@ffanigeria.com
marketingconsultant@ffanigeria.com,
factfocusakkotian@yahoo.com
You can call us:
+2348034184719,
+2348057524151,
+2348027221519.
BB PIN: 2BA2B5E5
WHATSAPP: 08057524151
There are 3 types of Prospecting namely;
1. Cold call prospecting:- this is one of the important ways of prospecting by
talking to somebody you are meeting for the first time on the road or in his office.
2. Referrer prospecting;- this is also an important way of getting prospects,
through someone you already know. That is, through your existing clients, friends and family
3. Self-lists prospecting:- this is prospecting through listing out of the people you
know or have contact with in life.
Prospecting is not just for the insurance salespeople. Every organization
▪ List out Friendsneeds it. Make a list including everyone you can think of who might need your product(s) or services. Don't be too selective. Think about every situation where you come across different people. ▪ Business Associates ▪ Members of Organizations you belong to ▪ Your Church or Mosque members ▪ Old school Association ▪ People you buy products and services from ▪ Your existing clients ▪ e.t.c |
put all their names on a note book not sheet of paper, if you use a PC or a tablet
or a smartphone that has a notepad application, use it to record their names and all other important information like the addresses and phone numbers, include on the list every other important information. Note that you should get the names down even if you will need to look for the other information like the phones and addresses in other to contact them.
Always remember to check your list daily, anytime you have a break in business
from the customers you are servicing, add to the list regularly as new people come to your mind. Once people on your list become your real prospects (that is; once they have a need or have indicated some interest on your products) promote them to your “card file” or “prospect file” on your book or computer or pad or phone. And use this file for follow-up. Then, create more activity books for your prospects to capture all the recent conversation you have with them. |
Don't just wait for people to wander into your place of business. Contact them
make it your habit to reach out to potential clients. But! Don't do it in such a way that it will look as if you don't have any other place to go.
Allow me cite an example with a young man who I will like to call Dave: Dave was a retired police man who decided he wanted to start his own business
and be his own boss. He had no experience and wasn’t even sure of what to do. For his first venture, Dave worked out a deal with a wholesaler of small appliances. Dave could get good quality products at a very attractive price. He set up a small store and at first, he did what almost every other store owner does. Dave ran a few newspaper advert and waited for customers to come in and buy. Guess what? Nobody came so, instead of sitting around waiting he created a lists of people he knew and began to call them. His pitch to them was low-key. He simply told them the truth; he had started a new business and it was going pretty slow. He wondered if they new anyone who might have a need for a small appliance.
In other words, he just asked for business, and 'surprisingly', his business began to boom. Was it a revolutionary idea? Of course not. It's common sense, yet how many small store owners do you know who do this?
Dave’s story has a happy ending as you might guess. He succeeded in his first
store and went on to develop a chain of appliance stores that has earned him a handsome living |
For comments and questions, please contact us through:
Our website: www.ffanigeria.com Our blog: factfocusakkotian.blogspot.com Our facebook:
factfocus akkotian, our linkedin: factfocus akkotian Int’l. Ltd
Our twitter: @akkotian Our google+: factfocus akkotian Int’l Ltd Also e-mails us: info@ffanigeria.com, donakkot@ffanigeria.com marketingconsultant@ffanigeria.com, factfocusakkotian@yahoo.com
You can call us:
+2348034184719, +2348057524151, +2348027221519.
BB PIN: 2BA2B5E5
WHATSAPP: 08057524151 |
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