Week 5: Prospecting

Question 1

What is the definition of prospecting?

Answer 1

• Prospecting is the process to find people that can be potential costumer for a product or service.
• It starts with localizing a “suspect”, also known as a lead.
• When you qualify a lead = you determine wheater a lead is in fact a prospect
• If it is a good candidate for a sale, the candidate become a prospect, instead of a lead.

Question 2

What is the characteristics for a good prospect?

Answer 2

1. P = Is able to pay
2. A= Has authority to buy
3. AF Appoached favourably
4. E = Is eligible to buy
5. N= Need of want to exist

Question 3

What is potential sources for leads?

Answer 3

1. Satisfied customers:
   Current and previous costumers are contacted for additional business and leads
2. Attempt to secure at least one additional lead from each interviewed person
3. Networking:
   Using personal relationship with those who are connected and cooperative to secure leads
4. Social media
   Using tools like LinkedIn, Facebook and Twitter to prospect for new costumers and maintain contact with existing costumer.
5. Cold calling
   - Trying to generate leads by calling on totally unfamiliar organizations