"You're in Sales. Get over it!" -Tom Suddes


Identify Your Prospects

THE BIG IDEA: Specific Sources And Screening

It doesn’t make a lot of sense to sit down by yourself or with a small group of people and begin going through an ‘alphabetical list’ of 10,000 names! (You might as well just start looking through the phone book.)

Establish a SYSTEMATIC SCREENING PROCESS to produce a legitimate ‘POOL’ of PROSPECTS. To create your best group of QUALIFIED PROSPECTS, you need to pull together GOOD NAMES from as many SOURCES as possible – you are trying to BUILD the best LIST of NAMES in order to SCREEN and RATE your best prospects.

Following are 5 SOURCES you can use to accelerate PROSPECTING:

  1. Low Hanging Fruit
  2. Ideal Prospect Profile
  3. Referrals
  4. Magic Formula
  5. Target Sectors