Prospecting... More than just finding clients

In the world of sales, prospecting may be the most important aspect of the job. Without a qualified and interested prospect, a solid sale cannot happen. Prospecting is more than figuring out who might want to buy your product/service, it also means researching them to learn their needs, and habits.

Those working in print have some great prospecting resources, but they can be adapted to all kinds of sales efforts.

Other publications in the market are a great place to prospect. They will give you insight on which clients already invest in print advertising. It also lets you know what goods/services they are currently featuring.

We currently receive the metro daily newspaper each morning at the office. It takes less than one minute to flip through the pages and see if one of your clients are advertising. You would be amazed at how your client's ads catch your eye when you see them. Better to walk in with the knowledge of what they are doing, than to walk in blind.

Pick up other publications in your market. A few moments spent checking these publications can pay dividends in the long run.

Learn your clients. Meet their needs and exceed their expectations. That's what it is all about.


Blessings,