Your business, like every other one, needs a constant stream of new customers if it is going to remain viable. The constant churn in the market place means that some of your customers will be acquired and others will go out of business.
Unless regularly replaced by new customers, your business will inevitably dwindle. If you are going to thrive, you must replace and add to them.
Which brings us to the need for prospecting. As you know,
“prospecting” refers to the front end of the sales process. It is the necessary process of identifying companies and institutions who could buy your products, and then arranging a first appointment with them. As with every other stage of the sales process, there are ways to do this better than others.
In today’s economy, it is not just about identifying a
prospect, it is about identifying a prospect who is likely to buy. The quality of this first step can be a key determinant in your long-term success, as it will keep you focused on those who are most likely to buy. The more information you can obtain about a prospect, and the closer you bring him/her to doing business with you in the early stages of the relationship, the further ahead you are in the process.
