The more you know about your prospects, the easier it is to link their needs, wants and concerns to your products and services. The tighter your preferred prospect profile and your market focus, the better the results will be at each step of the sales process.
The ideal business and professional market prospects:
- Own and manage financially stable businesses or practices.
- Have good cash flow and have been operating profitably for at least three years.
- Are in businesses with fewer than three owners or major shareholders, and usually have 25 or fewer employees.
- Have needs, wants and objectives that can be met with your products and services.
- Are decision makers in their companies, or can provide access to others who are.
- Are people you have a specific reason to contact and are approachable by you.
Though many people may fit that profile, marketing and prospecting should be planned, purposeful activity, not just a series of random efforts to generate names. Moreover, to be effective, prospecting must be continuous and it must be done by you. It's not something you should delegate!
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
