Term
| importance of prospecting |
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Definition
| experts believe its the most important activity a salesperson does; world is constantly changing; no salesperson can ignore leads |
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Term
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Definition
| something that is out there vs. has shown interest. they have been qualified. |
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Term
| characteristics of good prospect |
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Definition
| does a want/need exist? does the lead have the ability to pay? does the lead have the authority to buy? can the lead be approached favorably? (will they take the time to work w/ you/) is the lead eligible to buy? (volume, status, territory) |
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Term
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Definition
| are most effective source for leads |
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Term
| to maximize usefulness of satisfied customers |
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Definition
| make a list of potential references from among satisfied customers, decide how each customer can help, ask for the names of leads and the specific type of help needed. Keep in touch |
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Term
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Definition
| gatherings designed to allow current customers to introduce prospects to the salesperson, to generate leads |
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Term
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Definition
| additional sales to satisfied customer who provide leads |
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Term
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Definition
| customer who tell others about how poorly you or your product performed |
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Term
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Definition
| salesperson uses personal relationships with those who are connected and cooperative to secure leads. |
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Term
| suggestions for networking |
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Definition
| mingle at events, call at least 2 ppl per day, learn about your prospects, thank you letters |
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Term
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Definition
| sales person cultivates well-known, influential ppl in the territory who are willing to supply lead info, buying community, may never buy |
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Term
| networking - the internet |
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Definition
| salesperson uses web, email, forums to secure leads. ex: e-selling, extranets |
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Term
| networking - ads and direct mail |
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Definition
| salespeople use these forms of promotional activities to generate leads. ex: postcard pack, bounce-back cards |
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Term
| shows, fairs, merchandise markets |
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Definition
| salespeople use these venues for lead generation, all attendees are customers, timely follow-up of leads is critical if sales follow as show |
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Term
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Definition
| salespeople use them for prospects to generate leads, appeal to a specialized market, invite good prospects, be involved before, during, and after |
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Term
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Definition
| salespeople use secondary date sources, which can be free or fee based; SICs (standardized industry classification) and NAICS, purchasing lists |
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Term
| data mining and CRM system |
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Definition
| salespeople use sophisticated data analysis software and the company's CRM system to generate leads, interactive databases |
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Term
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Definition
| salesperson tries to generate lads by calling on totally unfamiliar organizations; a blitz |
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Term
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Definition
| salesperson pays someone for lead information, also called bird dogs |
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Term
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Definition
| salesperson uses-phone and/or _______ staff to generate leads; outbound vs. inbound telemarkeing, overseen by FTC |
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Term
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Definition
| salesperson writes personal letters to potential leads, follow up w/ a telephone call, include promotional items |
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Term
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Definition
| personal observations, nonsales employees w/in the salesperson's firm, gov't agencies, etc |
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Term
| reasons for reluctance to talk to prospect |
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Definition
| worrying about worst-case scenarios, spending too much time preparing, being overly concerned w/ looking successful, being fearful of: making group presentations, appearing too pushy, losing approval |
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Term
| overcoming a reluctance to prospect (helpful activities |
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Definition
| identify and evaluate excuses not to call, engage in sales training and role-playing, make prospecting contacts w/ a supporting partner, set goals, make it a game |
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