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prospect profile Tagged Articles
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WHAT MAKES A QUALIFIED PROSPECT, QUALIFIED?
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| Have you ever asked yourself, what are the specific characteristics of a qualified prospect? What are the minimum pieces of information I need to know to determine if the potential for a sale exists? What pieces of information are required before you consider a prospect qualified?
Am I using a consistent sales system or process to successfully obtain the information needed? Here are 17 areas with questions you may want to ask yourself so you can create a qualified prospect profile also known as an Account Sales Profile™.
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A FEW SELLING DOS AND DON'TS
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| DO match and mirror the speed, tone and volume of the other person's voice.
DON'T speak in a monotone.
DO call for a specific reason such as to provide some information of value.
DON'T call just to check in.
DO go the prospect's web site first to see if they fit your ideal prospect profile.
DON'T randomly send out expensive (your time, material costs and postage) literature.
DO tell the truth even if you do not have the answer to a question at that moment.
DON'T try to fake like you know the answer to a question you don't.
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Sales force productivity: Eight Practices to Ensure Your Sales Success
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| We have never needed to improve sales productivity more than we do in this dreadful economy. For decades, businesses have embraced productivity and cost controls in operational functions like manufacturing and distribution; programs like Total Quality Management (TQM), Six Sigma and LEAN are thriving all over the map. Except in the sales department. We suggest that sales organizations can benefit dramatically from adopting some basic principles of productivity management, simple business techniques that lower costs, improve customer profitability and retention, and reduce sales-person turnover. This article explores the eight key practices that contribute to productivity. If the practice is in place in your usiness, it will contribute to productivity. But if it is not, it will actually inhibit productivity and drive up costs. |
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Driving Direct Marketing Excellence: Customer Profile Studies
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| This article talks to the importance of conducting a thorough customer profile study to get a good understanding of your customer base. These studies can be performed for very little cost and the data that you receive back on your customer base is unbelievably valuable to your business. |
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Other prospect profile Related Articles
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How To Strategically Develop Your Ideal Client Profile, According To Your Strategic Thinking Business Coach
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| Do you use strategic thinking in your marketing efforts? Do you strategically develop a profile of the clients and customers you want to do business with before you start contacting prospects and clients? My experience indicates that the strategic development of an ideal client profile and the development of a most desired client list is woefully underutilized and therefore a great deal of energy, time, talent and money is being wasted in marketing efforts. An deal client profile used as a “filter” to evaluate prospects, instead of thinking everyone is a prospect and chasing too many non-productive leads, will also help you design your marketing message, contact method, call to action and follow-up strategies.
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10 Secrets to Pruning Your List
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| I know, I’ve said it before, and I’ll say it again, but you are only as good as the ideal client profile or prospect list you create and communicate with in a meaningful way, consistently over time. It’s a simple as that. |
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WHAT MAKES A QUALIFIED PROSPECT, QUALIFIED?
| |
| Have you ever asked yourself, what are the specific characteristics of a qualified prospect? What are the minimum pieces of information I need to know to determine if the potential for a sale exists? What pieces of information are required before you consider a prospect qualified?
Am I using a consistent sales system or process to successfully obtain the information needed? Here are 17 areas with questions you may want to ask yourself so you can create a qualified prospect profile also known as an Account Sales Profile™.
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Are You Selling or Consulting?
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| You’ve studied your target market (in general) and know the typical problems your prospective customers are facing. You assume that each prospect that’s looking at your marketing message fits that profile (on average) and talk to them appropriately. It’s the keystone of a marketing strategy... |
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How to Create a LinkedIn Profile That Sells!
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| Leveraging the tremendous power of LinkedIN as a business building tool starts with the creation of a compelling profile. Your LinkedIn Profile is very important because it's what anyone who refers you will use as an introduction starting point. If it's weak, they won't want to send anyone in their network to it. This article identifies 6 ways you can inject some selling power into your LinkedIn profile. |
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Legal Marketing: 10 things not to do on LinkedIn
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| Avoid these ten things to get your LinkedIn profile optimized and ready to go. Even if LinkedIn tells you your profile is 100% complete, it’s probably not true. |
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Legal Marketing: Are you ignoring your "contact settings" on LinkedIn
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| Poor old contact settings. Relegated to the bottom of your profile. Often ignored. But did you know that with a few minor tweaks, contact settings could make your profile exponentially more accessible on LinkedIn? The trick is adding your contact information (an email address or phone number) to this section – usually found at the bottom of your profile. Once you do, your contact information becomes exposed to your entire network – not just your first level of connections. This way clients are more likely to find you. And not just find you, but contact you. If it’s too hard for a client to find your prospect information, you might lose them to your competition. |
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LinkedIn Marketing Debate - Should You Think of Your LinkedIn Profile as a Resume
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| As a small business owner or a business development executive, you have to start thinking of your profile as a marketing tool... here are six distinct reasons why your profile should not look like a resume.
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Does Your LinkedIn Profile Summary Sound Like a Lame Author's Bio At the Back of a Book?
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| Your profile needs to entice your audience to want to learn more about you. It needs to have strong and engaging copy. Here are 5 Secrets to Making Your Profile More Exciting and Enjoyable to Your Readers...
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Eleanor Roosevelt Teaches Sales 101
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| Whenever I hear a prospect tell me "no" I think of Eleanor Roosevelt who once said, "Never take a "no" from someone that can't say "yes". How true...
Many times the prospect that says "no" cannot say "yes" either because they aren't a decision-maker, or they are the wrong person to be speaking to in the first place. Of course the prospect never tells you they can't say "yes". So it's up to you to find out!
Next time a prospect tells you "no", follow Eleanor Roosevelt's rule, and make sure that you're getting a valid "no" from the prospect you're speaking with, and not from someone that can only say "no" because they can't say "yes". |
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