Who Is Your Ideal Prospect?
Prospects are everywhere. Theoretically, your telephone directory is full of prospects, but it doesn’t make sense to start contacting everyone in your telephone directory; they’re just suspects.
How do you determine who your prospects are? First, you define a prospect.
Defining a prospect
A prospect is more than a name on a list. Names on a list are just suspects. You can identify a prospect by doing a small amount of detective work and some reasoning. A prospect is a person who is favorably inclined to purchase what you’re selling.
A prospect must satisfy four requirements. All four. If any of the four is missing, you don’t have a good prospect. A prospect maybe, but not a good one. To be successful in selling, you ideally should just call on good prospects.
A prospect must:
- Have a need for your product or service and acknowledge the need.
- Have a desire to satisfy the need.
- Have the ability to pay for your product or service.
- Be approachable by you under favorable circumstances.