In this issue - Profiling your prospects
Rich Enterprises, Inc provides marketing services to companies seeking new business growth. Our services help companies increase their sales pipeline with new prospects and long term customers.
Our services can include appointment setting, lead generation, and business development through cold calling telemarketing.
Profiling your prospects
Successful sales marketers are profiling their prospects to learn more about their target to boost sales. What is your ideal prospect? How do you profile your prospects?
Here are a few tips for successful profiling.
Evaluate - Decide what you are seeking in an ideal prospect. Put together a game plan for the area/niche you are going to target.
Mass mailings- Send out postcards or letters to your target area. By tracking results, it will provide you the additional information needed for profiling.
Follow-up-Follow all mailings with a phone call. If you receive a response, follow-up quickly as this is a hot lead. Always follow-up within 5-7 business days of sending US mailed literature and 2-3 days after emails. Making phone calls will usually speed up the follow-up process compared to making in person visits.
Personal contact- The end result in profiling would be an in-person meeting. Once you have completed the groundwork and located the correct contacts, your work has just begun.
Concentrate on your client's needs and how your product or service is the solution to their needs. You will want to insist upon an in person meeting to finalize your sale. Always keep customer focused.
Top producing salespeople believe that the profiling process is essential to success. If you are not taking the time to profile your prospective clients, chances are you are spending undue time on less than productive contacts and are not maximizing your sales potential.
Do you need help with your contact lists? Rich Enterprises provides programs that include the scripting, common objections, and rebuttals as well as contact lists based on your program needs.
Contact us to get started (888)443-5247.