Research your prospects thoroughly
Very often, when we find a new prospect who is willing to see us – or better still, asks us to come and see them – we are so excited that we go straight there without another thought.
We don’t think too much about what they do, how big the company is, whether they need our service – we only think about the fact that they are a prospect.
The problem with this approach is that it makes the sales appointment a random event. They may have a need, or they may not. They may buy, or they may not. If we don’t get the business we can at least say we gave it our best shot.
What we forget in this is the value of our own time. If we had to pay someone by the hour to go to those appointments for us, how careful would we be to vet the prospect first?
Many company owners we meet have only a limited amount of time for sales activity. If you are one of them, make the most of it.
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