Before selling the products or services, you must know how to find the ideal prospects. Ideal prospecting is the first step in the sales process. The ideal prospects are anyone who have potential authority, financial capacity, and willingness to buy.
When you first start contacting your lists, 50% of cold calling are not qualified for your product so you’ve just wasted half your time. Find a better source such as networking, buying a list from a lead broker, or doing some serious research on your own.
Most prospects will require several contacts before they’ll agree to an appointment. Your goal is to make face-to-face appointment with your prospects and give something valuable- good offers or benefits to your prospects.