Are You Making This Mistake?

Posted by:
Rosalie Marcus
http://www.promobizcoach.com/

Many years ago, when I first started selling promotional products , I thought everyone was a good prospect for me. Consequently I wasted a lot of time and energy on the wrong prospects. Prospects who were only looking for the lowest price, or worse, didn't have the ability or authority to order. After a while I learned to pre-qualify my prospects.

Not pre-qualifying prospects is one of the biggest mistakes I see promotional products professionals making.

How can you identify good prospects? One solution is to pre-qualify them with great questions.

Here are seven questions to help you decide if the prospect is worth your time.

1. Does the prospect have an immediate need? - Special event, trade show, product launch, etc.
2. Does the prospect have a budget?
3. How does the prospect make decisions? One person, committee?
4. Who is the ultimate decision maker?
5. Is the prospect speaking to more than one promotional vendor?
6. What is the ultimate objective of the promotion?
7. If you provide an original idea, will the prospect honor your research and
time or will the idea be put out for bid?

I believe that selling is like dating. Focus your time and energy on your best prospects. Be willing to walk away from those that aren't a good fit for what you offer.

Want to learn how to avoid more big mistakes?


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This week's question: How do you pre-qualify prospects ?
All thoughtful replies are welcome.

Here's to your success.

Rosalie Marcus
Rosalie@promobizcoach.com
877-570-6766