By using prospect definitions, the salesperson selects different sources for the names of likely prospects, or “suspects,” as they are called.
Sources of prospect information include directories of all types, news and notes in trade papers and trade magazines, credit reports, membership lists of chambers of commerce and manufacturers' associations, lists purchased from list brokers, and service records or applications.
Salespeople selling services, insurance policies, for example, discover prospects among their acquaintances, members of their professional, religious and social organizations, and even through referrals from friends.
Another source of prospects is satisfied customers who , voluntarily canada whatsapp number database or upon request, suggest other contacts to the salesperson who served them.
3. Qualifying prospects and determining probable requirements
As information is gathered about each potential prospect (i.e., “suspect”), it becomes easier to estimate the likely characteristics of each for the types of products sold by the company.
Prospects with requirements too small to represent profitable business are eliminated unless their growth prospects are promising.
Even after tapping into all readily available sources of information, additional information is often required to qualify certain prospects, and personal visits from salespeople may be the only way to obtain it.
These visits may not bring sales, but they save time since prospects will be separated from non-prospects.