Everybody’s NOT your Prospect

• Define your Target Market and Plan how to Reach It.
• Execute direct sales prospecting best practices. (appointment setting skills, networking, pro-active referrals, in person calls, sales rep knowledge and value creation, direct mail and/or email marketing)
• Commit to ongoing review and management of your pipeline.
• Communicate between sales & marketing roles, initiatives, goals, measure for success

Understand Marketing Activity Impact on sales (advertising, direct mail marketing, email marketing, sponsorships, trade shows, events, outbound telemarketing, website etc.)
 

Pre-search

Make pre-search your first step. “Presearch provides searchers with strategies to narrow their focus and develop specific questions or define information needs." (M. L. Pappas & E. L. Tepe, 1997). Management should provide all employees a clear definition of which criteria make a prospect “qualified” for your products or services.

Even if “everybody” is a prospect for your services, do you really want to market to your competitors? Do all of your prospects offer equal opportunity in terms of reward? Some customers, often the large and unprofitable ones, may be more trouble than they are worth. Others with a respected brand may give you instant credibility. 

Use BWise to help you analyze your current clients and profile your target market accurately and effectively.

Warning: Once you use BWise, you won’t want to target the local market without it.