Process of Prospecting

PRAYER
CHECKING OF
ATTENDANCE
Overview of the
Previous Lesson
Ma’am Carla Kristina M. Cruz, MBA
Salesmanship:
Prospecting
TOPICS COVERED
Ag e n d a 1.What is Prospecting?
2.Techniques of Prospecting
3.Popular Prospecting
Sources and Methods
4.Significance of Prospecting
5.Sources of Prospect
P r o s p e c t i n g
It refers to identifying customers
who has the need for the product,
has the purchasing power and
willingness to buy the product.
It means
identifying your
potential
customers.
Its ultimate aim is
to build a prospect
base.
Back to AgendaPage
T e c h n i q u e s f o r
P r o s p e c t i n g :
Cold
Calling via
Telephone
Door to Door
Cold
Calling
Speaking at
Conferences
T e c h n i q u e s f o r
P r o s p e c t i n g :
Writing
Articles
Trade Shows Conferences
T e c h n i q u e s f o r
P r o s p e c t i n g :
Reading
Local
Newspapers
Referrals Internet
Back to AgendaPage
Popular Prospecting Sources
and Methods
INTERNAL
SOURCES
EXTERNAL
SOURCES
PERSONALCO
NTACT
I n t e r n a l
S o u r c e s
1.Company
Records
2.Lists and
Directories
3.Advertising
Inquiries
4.Telephone
Inquiries
5.Mail Inquiries
6.Internet or
World Wide Web
Back to Source Page
E x t e r n a l
S o u r c e s
1.Referrals
2.Introductions
3.Community
Contacts
4.Organizations
5.Non-
Competing
Salespeople
6.Visible
Accounts
Back to SourcePage
P e r s o n a l
C o n t a c t
1.Observation
2.Cold
Canvassing
3.Trade Shows
4.Bird Dogs
Back to AgendaPage
SIGNIFICANCE OF PROSPECTING
1. It looks for customers who have the need and ability to buy our
product or service.
2. It helps in finding out potential customers.
3. It helps in bringing out lost customers.
4. It helps in retaining our current customers.
5. Generating sales through prospecting is possible.
Back to AgendaPage
Sources of
Prospects
1.Referrals
2.Friends and Relatives
3.Directories
4.Trade Publications
5.Trade Shows
6.Telemarketing
7.Ads and Sales Letter
8.Internet
9.Seminars
10.Old Clients
Process of Prospecting
Process of Prospecting
Determine who will be
our prospect in the
pictures that will
follow.
Process of Prospecting
Process of Prospecting
Process of Prospecting
For your assignment
please read about
sales dialogue.
Thank you for
Listening and See
You Around! 
1 de 23

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Process of Prospecting

  • 4. Ma’am Carla Kristina M. Cruz, MBA Salesmanship: Prospecting
  • 5. TOPICS COVERED Ag e n d a 1.What is Prospecting? 2.Techniques of Prospecting 3.Popular Prospecting Sources and Methods 4.Significance of Prospecting 5.Sources of Prospect
  • 6. P r o s p e c t i n g It refers to identifying customers who has the need for the product, has the purchasing power and willingness to buy the product. It means identifying your potential customers. Its ultimate aim is to build a prospect base. Back to AgendaPage
  • 7. T e c h n i q u e s f o r P r o s p e c t i n g : Cold Calling via Telephone Door to Door Cold Calling Speaking at Conferences
  • 8. T e c h n i q u e s f o r P r o s p e c t i n g : Writing Articles Trade Shows Conferences
  • 9. T e c h n i q u e s f o r P r o s p e c t i n g : Reading Local Newspapers Referrals Internet Back to AgendaPage
  • 10. Popular Prospecting Sources and Methods INTERNAL SOURCES EXTERNAL SOURCES PERSONALCO NTACT
  • 11. I n t e r n a l S o u r c e s 1.Company Records 2.Lists and Directories 3.Advertising Inquiries 4.Telephone Inquiries 5.Mail Inquiries 6.Internet or World Wide Web Back to Source Page
  • 12. E x t e r n a l S o u r c e s 1.Referrals 2.Introductions 3.Community Contacts 4.Organizations 5.Non- Competing Salespeople 6.Visible Accounts Back to SourcePage
  • 13. P e r s o n a l C o n t a c t 1.Observation 2.Cold Canvassing 3.Trade Shows 4.Bird Dogs Back to AgendaPage
  • 14. SIGNIFICANCE OF PROSPECTING 1. It looks for customers who have the need and ability to buy our product or service. 2. It helps in finding out potential customers. 3. It helps in bringing out lost customers. 4. It helps in retaining our current customers. 5. Generating sales through prospecting is possible. Back to AgendaPage
  • 15. Sources of Prospects 1.Referrals 2.Friends and Relatives 3.Directories 4.Trade Publications 5.Trade Shows 6.Telemarketing 7.Ads and Sales Letter 8.Internet 9.Seminars 10.Old Clients
  • 18. Determine who will be our prospect in the pictures that will follow.
  • 22. For your assignment please read about sales dialogue.
  • 23. Thank you for Listening and See You Around! 