Find Customers By Applying Prospecting Techniques

2008-10-06 09:57:12

( Computers )



When your work is related to selling some products, whether tangible or intangible, you have no choice but to learn the process of sales prospecting. It may be one of your least favorite things to do, but it is essential to the success of any salesperson as well as the company who employs you. When you are sales prospecting, you would need to apply some prospecting techniques to help you find the right leads that may purchase your products or services.

Prospecting techniques may include cold calling, and expansion of your sphere of influence.

Cold Calling

Cold calling is one of the tough prospecting techniques. In cold calling, you try to get the interest of a person to talk about the products or services that you are selling. This person is not somebody you know and is someone who does not know you. While it is often usual to find sales people who are turned down when doing cold calling, many would still choose this over any other prospecting techniques because cold calling actually pays. It is through cold calling that you discover new, and re-discover old prospects, who are now more willing to talk about your products or services.

Sphere of Influence Expansion

Increasing the number of your influences is also one of the effective prospecting techniques. To start with this technique, list all the names of people that you know, including those that you meet as acquaintances. You may not realize it but as you do this every day, your list grows longer. You can then proceed to ask these people on your list to give you names of other people that they know. By expanding your sphere of influence, you can find some qualified leads.

You can also bring out your creative potential by making your own prospecting techniques applicable to your specific areas.


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