Do Your Prospects Fit?

By Mike Philie
In September 14, 2008

When owners and reps ask me about prospecting they bring up dealing with voice mail, getting past gatekeepers and the fact that it's harder than ever to just stop by and see people without an appointment. Most of them don't leave a voice mail message because "they won't call back anyway." Well, maybe they won't, but they certainly won't if you don't leave one. Further more, the prospect has already seen your number on their caller ID and seeing that you did not leave a message they sit back and say "chicken."

This post isn't about voicemail. It's about prospecting and getting new business. The single biggest impediment to prospecting, I think, is that most reps don't know what they are looking for when they prospect.

What you say? You mean that simply "fogging a mirror" doesn't make them a good prospect??

Companies can look at their top accounts and make a list of the common business elements that they share. By taking the time and effort to determine these elements, you'll have a set of criteria to help profile your new opportunities. This criteria allows you to focus your research on the businesses that have a higher likelihood of regarding you and your business as a great resource, an ultimate partner and a great fit.

Even with this, prospecting is hard work and you've got to be disciplined in your approach. Good luck!

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

Leave A Comment