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20 Sources of new prospects

January 17, 2013

It is a new year and time for a new plan. I am sure that you have heard the following statement before.     If you always do what you have always done, then you will always get what you have always gotten.   If you finished the year with a decrease in sales, then in 2013, if you do the same thing you will finish 2013 with a decrease in sales most likely.

We are all creatures of habit, but if the results are not where you would like them to be, then you need to change it up and do something different.  It is easy to fall back into the same routine because that is what we always do.  

Most of us will find at the top of the list, one of the biggest goals is to increase sales.  Sales is a numbers game so the first and most important thing to know is your numbers.  Starting at the top, figuring out what your sales need to be to hit your goals is the first step.  Next you will have to figure out what your average sale is so that you can decide how many sales you need.  Getting a handle on your close ratio will help you see how many appointments that you need to set in order to close on the number that you need.  Finally, figuring out how many people you must contact in order to make the correct number of  appointments.   Once you know you numbers, you can start figuring out where you are going to get your prospects.

Over the next several days I will examine different methods of prospecting.   The first exercise is the most basic and will be a great help to get you started.  Who do you know?

Sit down and start creating a list – who do you know?

  1. Relatives
  2. Current friends
  3. Current Neighbors
  4. Church acquaintances
  5. School friends
  6. Professionals
  7. Old neighbors
  8. Old friends
  9. Work associates
  10. Organizations
  11. Teams
  12. Clubs
  13. Teachers
  14. Small business people in your circle
  15. Who you regularly do business with
  16. Who sold you your…………..
  17. Referrals from customers and friends
  18. Sporting events
  19. Memberships
  20. Volunteers

Hope this will serve as a memory jog for you.  Go through this list above and write down as many prospects that you can think of so that they can become your prospects.

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