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Sales Prospecting Checklist


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Sales Prospecting Checklist Any company involved in sales cannot exist for a long time without prospecting because prospecting grants new buyers and clients. Through prospecting the company is able to build a long-term sales strategy that ensures increasing revenues. Read this Sales Prospecting Checklist to learn a range of prospecting tips and suggestions that can help your business become flourishing.

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1. Define Prospecting Goals.

  • Start with writing a one-page vision of what you want to achieve
  • Review your vision and try to outline 1 or several separate goals for your prospecting activity
  • Be sure these goals are SMART (Specific, Measurable, Achievable, Reasonable, and Timely)
  • Here are some examples of SMART prospecting goals:
    • Organize 4 follow-up presentations this month
    • Carry out 1 face-to-face interview with a new prospect each week
    • Send 5 brochures to prospects for the next 2 weeks
    • Make 10 new calls to potential customers everyday between the times of 9am – 11am
  • Check if your goals are aligned with your daily schedule
  • Develop an action plan that includes daily tasks you must do to reach your prospecting goals

2. Select Custom Type.

  • Layout Customers. Customers of this group represent more than 20% of all customers. Perhaps you might establish good relationships with those customers.
  • Discount Customers. These customers prefer shopping on a regular basis, looking for products offered at special and discounted prices. If you’re going to make some special offers, this group has prospects for your business.
  • Impulse Customers. This group consists of people who do not keep their purchases at top priority, yet they like to purchase on a whim. If your stores are located at crowded places, you can try to attract these customers.
  • Need-Based Customers. These shoppers often have a specific intention to buy a particular and uncommon type of item. They will be your valued prospects if you have something special to offer.
  • Wandering Customers. As rule, these customers have no special need or desire in mind. They just visit various shops to look at various products. These people will visit your stores as well; you must try to focus them on something interesting to attract their attention.

3. Understand Competitive Edge.

  • Analyze the market you’re going to enter to determine your competitors
  • Perform SWOT analysis to define competitors’ strengths and weaknesses
  • Analyze your business and see what makes it be better than competitors
  • Figure out what challenges your business needs to solve in order to be leading
  • Think about what makes your business remarkable
  • Determine what opportunities are available for your business to be flourishing
  • Be sure your sales strategy focuses on your business’s strengths and opportunities
  • Be sure your marketing campaigns are fully based on your business’s competitiveness

4. Test and Act.

  • Try to create a list of 10-15 prospects that are worth investing your time and money
  • Conduct a need assessment to identify their needs and desires
  • Check if your business can offer products that meet the needs and desires
  • Develop a prospecting test plan that maps out the fit between the prospects’ needs and the products your company offers
  • Be sure this test plan is aligned with your SMART objectives
  • Do your test plan to check if it is successful
  • Develop a real-life plan of actions based on the test plan
  • Be sure the plan considers your business’s competitive edge
  • Implement the plan to start researching for new customers and gaining prospects

5. Measure ROI.

  • Track and analyze your sales prospecting activity on a daily basis
  • Use special KPIs (e.g. \"Increase in Sales\", \"Number of New Customers Attracted\", \"Revenue Gained\", etc.) to measure the effectiveness and performance of your activity
  • Receive reports from your sales team to track any issues early as they arise
  • Use ROI (Return on Investment) as the major indicator in proving success.....

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