Pre-Approach

Question 1

What to do before contacting a potential customer:

Answer 1

RESEARCH!!! (shows you care)

Question 2

Before calling…

Answer 2

Have a “call objective.”
-to further learn needs
-to get updated
-to schedule meeting

Question 3

Define “prospect:”

Answer 3

= potential customers/suspect/lead.
A group most likely to make a sale with your business.

Question 4

define “prospect base:”

Answer 4

A list of prospects

Question 5

Where to find new prospects :

Answer 5

trade shows - advertisements - past customers - seminars - strategic alliance - influence from others - social media - websites - viral leads

Question 6

CRITERIA for prospect base (4)

Answer 6

1. NEED of product
2. the AUTHORITY to make decision to purchase
3. the RESOURCES ($) to purchase
4. the WILLINGNESS to purchase