Sales Tip – 5 Step Prospecting

Prospects are potential customers that have the potential to be transfered over into actual customers through devoted initiatives. It calls for a based approach to turn leads into real income.

The sales process can be broken down into steps. Understand your client's concerns. Ask questions about their goals, and needs. Next, address those needs specifically, and close. Address objections and close again.

Todd Falcone is one of the best prospecters in network marketing but even he agrees that you need an online marketing system to direct your prospects to once you have made contact.

Unlike a standard affiliate agreement that pays you a commission for each product or service personally sold, in internet promotion you may also get paid on the attempts of those you induct or sponsor into the business.

Because a prospect list is such an important tool for your business, you should invest time and effort in building the list. In fact creating your prospect list should become an everyday activity that's contributed to by everyone in your business team.

But unfortunately, in the real world, it does not happen that way all the time. Brace yourself and get ready for the top reasons as to why your prospects never buy from you.

Of course, there is always the choice of lead generation to use. While you may say that you can do it on your on, it will always be a great help if you could work with an outsourced lead generation company. It can be a great investment for you to try out.

Basically a funded proposal starts out by marketing a low end product or service, to your target market. When they make their first purchase they will become a well qualified prospect, someone who by taking action will likely also purchase your primary product.

If the alert is about a client company winning a new contract or receiving an award then a pre-designed hand written letter is dispatched off to the key people in the company congratulating them on their success.

Here is an example of earning your right to ask for more information: You say, "There's a video you need to see that can solve this. It explains a lot about what you want." Give information about how they can watch the video.

One of the greatest advances in sales prospecting techniques is the ability to use Google alerts to track prospects, customers and sales trigger events. If you set up a few of these alerts the amount of data gathered can begin to get overwhelming but don't fret there are easy ways to manage all of this data for you. The first way to minimize this is to be specific on the terms you use to set up Google alerts and the second way is to set up a system of managing the data sent to you. You can choose to have data emailed to you daily or weekly and you can also set the alerts up in an RSS feed. RSS Feeds: RSS feeds stand for Real Simple Syndication and if you don't know about then you may soon come to rely on them! They are a way of aggregating lots of data from different sources into a format that can be read easily. You can view rises pages in an internet browser but the power comes when you view them in Outlook or an RSS reader like Google reader. What you do is set up your Google alert to be a 'feed' rather than an email. Google will give you a long code or web address which can be viewed in a web browser. Here you will be able to see all of the news stories, articles and blogs found by Google. To speed up the administration work use Google reader Once you have set up your account go to the add subscription button and add the RSS feed that was given to you by Google alerts. Now you will have an easy to work with list of all of your related content. You now have the option to start getting really clever about how to manage this data in your organization. You may get an admin person or a sales support person (or even an external virtual employee) to scan the information first and decide which ones are really relevant for your business. When any content is found that is relevant the next stage is to find a way to share that with the right person in your company. Luckily Google reader lets us do that! Find the little icon called 'share' on the bottom. If this is clicked this piece of content will be moved to a new section called shared items. There is also the option to add a note and tags. Tags are great because you can add anything you like. This could be the name of the sales person who should deal with this bit of intelligence or the type of contract e.t.c. By going to the 'shared' items on the left hand side column you can now access all of the content that has been shared. This too has its own RSS feed which can be shared. If you click on sharing settings (usually top right corner) you are shown all the different parameters you can define, including the web address for the shared items. This can then be given to the marketing department, the sales team, the customer service team and the management team who can scan the list and see which ones are relevant for them and what it is about. All they need to do is put this new feed into Google reader or outlook.