Are You Making This BIG Mistake?
By Rosalie Marcus, The Promo Biz Coach™
http://www.promobizcoach.com
When I first started selling promotional products, many years ago,
I thought everyone was a good prospect for me. Consequently
I wasted a lot of time and energy on the wrong prospects. Prospects who were only looking for the lowest price, or worse, didn't have the ability or authority to order. After a while I learned to quickly qualify my prospects.
Not qualifying prospects is one of the biggest mistakes I see promotional products sales professionals making.
How can you identify good prospects? One solution is to qualify them with great questions.
Here are eight questions to help you decide if the prospect is worth your time.
- Does the prospect have an immediate need: special event, trade show, etc?
- Does the prospect have a budget?
- Is the prospect speaking to more than one promotional vendor?
- How does the prospect make decisions: one person, committee?
- Who is the ultimate decision maker?
- Will they give you the time to make a presentation or are they just looking for the lowest price?
- Does this company have the potential to give you larger orders and repeat business?
- If you provide an original idea, will the prospect honor your research and time or will the order be put out for bid?
Take Action Challenge: What five to ten things do you absolutely want to know before you decide a prospect is worth your time?
