Sales Prospecting Checklist - Sales Empowerment Group

1. SALES PROSPECTING CHECKLIST
Prospecting is the most challenging part of a sales professional’s job. It’s time-consuming,
monotonous and filled with rejection. But prospecting is also indispensible. Without a
pipeline of quality prospect, a salesperson cannot succeed. Use this Sales Prospecting
Checklist — you may be surprised at how much fun you can have and how well you can
do … when you prospect like a pro!
DEFINE THE TARGET
If you don’t aim at the right target, everything that follows
is a waste of time. Set yourself up for success — create a
profile of your ideal prospect.
Industry
Geographic location
Company revenue
Market scope — local, regional, national, global
Number of employees
Square footage — office
Square footage — manufacturing
Square footage — warehouse
Trajectory — growing, stable, declining
Years in business
Other relevant data points
CREATE THE LIST
The next step is to find companies that match your profile.
Pro tip: Don’t look for perfect matches, or you’ll spend all
of your time exploring. Look here for matches:
Twitter profiles
Twitter hashtags
Google search (all, news and image)
Google paid ads
LinkedIn groups
LinkedIn search
Industry association websites
Industry blogs
Online directories (Yellow Pages, BBB, etc.)
Customer referrals
Supplier referrals
Family and friend referrals
SCHEDULE THE WORK
A key step! With prospecting comes rejection, so people
tend to put it off. Commit your time — and make sure it’s
quality time.
Block out four to eight hours on your calendar.
Pick a time when you have high energy.
Pick a time when your prospects are likely to be available.
Pick a time when you won’t be interrupted.
Block out two to four hours within three business days
for follow-up phone calls.
RESEARCH
Create a detailed list with full contact information for your
target companies. In addition to noting info noted in the first
section, enter as much of this data as possible.
Company name (complete and correctly spelled)
Credit worthiness
Contact names (correctly spelled)
Contact titles
Contact emails
Contact phone numbers
Contact work addresses
PLAN THE ATTACK
Never just pick up the phone and start prospecting —
plan your attack! When you are prepared, you guide the
flow of the conversation.
Write out your introduction.
Write out responses to expected objections.
Discover prospect-specific lead-ins:
Study the prospect’s website — products, services,
news, contact bios.
Look for online news about the prospect.
Study online user reviews about the prospect.
Write out three specific options for next steps.
For instance:
Hot — let’s meet!
Warm or busy — schedule a phone follow-up.
Cool — email more information.
GET EXCITED!!!
We’ve been dealing with technical fundamentals, but
prospecting success requires a great attitude! Start by
putting yourself in a positive frame of mind.
Listen to some of your favorite music.
Reflect on your greatest sales successes.
Jot down top sales advice you’ve gotten from mentors.
Watch video clips from your favorite movies or pro
sports moments.
Exercise.
Now you’re ready to prospect like a pro! If you maintain
this level of preparation, and now execute with energy and
confidence, you will succeed.