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More Effective Way to Prospect:

July 5, 2012 • Dundee Data • Dundee Data News

Don’t we all want to grow our book of business?  If not then we need to pick a new line of work!  Anyone can call a person and try and get new business but isn’t that counterproductive?   Just like a football game, you have to study and have a good game plan.  First, you have to “Identify your prospects,” not just any prospect, but the right prospect that will make your job easier and less stressful.  Second, you need to identify their current and future competition.  Nothing will keep you in the game longer than showing your prospect that you are ahead of the curve and see what potential pitfalls are coming (always remember, you need to be an expert on what they are doing).  Third, what are your advantages?  Why should they buy from you?  What are you doing differently than everyone else?  Fourth, use your own individual gifts.  We all have them, but you need to identify what makes you different than everyone else.  What are your strengths and weaknesses?  You will need to identify what they are.  I am also a big believer in doing things a little big different than the competition.  Make things simple and easy to understand so you can quickly build a rapport with your prospects.



Kirk McCormick


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