Prospecting in 5 Easy Steps —Farquharson/Tedesco
Step 2: Acquire and Manage Prospecting Lists. Before prospecting activities commence, set your sights on choosing the right targets. Consider similar companies to current customers in your company's "sweet spot." What characteristics do they share? If you have access to an online database tool with SIC Code information, look up their classifications and search for prospects with similar demographic attributes. If you do this, we guarantee you'll uncover a significant number of businesses ripe for the pickin'.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
