Tools for Basic Prospecting --DeWese

Successful prospectors have some semblance of a plan. They may have personally decided to make 10 prospecting calls per week and five face-to-face calls per week. They may have decided to do a special mailing to their prospects.

However basic, they have a plan.

Along with the plan, these prospectors usually have set some objective or a goal. It may be as simple as saying; "I'm going to get three new accounts this year to whom I will sell $200,000." Of course, these plans and objectives can vary greatly depending on the printing segment where your company resides. A short-run sheetfed commercial salesperson will have a much lower dollar objective than a long-run web catalog salesperson.