Our prospecting sources and methods list is organized from the warmest, most productive sources, to the coldest, least productive sources. Most will be familiar to you; we've just added a business marketing spin to them. We suggest choosing a variety of sources and methods, talking to many prospects, and opening lots of big and small cases. These are the ways to keep a steady flow of names coming, avoid peaks and valleys, and keep from putting all your eggs in too few baskets. Until you get up to speed, concentrate your initial efforts on the types of businesses you know best or where you are known. In addition, we suggest adapting these ideas and techniques to your own way of selling and to fit your markets and prospects.

Existing Clients

Check your current client files for businessowners. New businesses are being started all the time. The clients who were working for someone else last year may have already gone into business for themselves. During service calls and annual reviews, you should check for changes in clients' employment status. As you update your records, you may also discover new businessowners, as well as other sales opportunities.

"Checkbook" Prospecting

Go through your checkbook and write down the names of local businessowners or professional practitioners you've written checks to in the past 18 months. Also, check your cash receipts and credit card invoices. The next time you give these people your business, ask for theirs!

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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

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