MANAGING PROSPECT INFORMATION
Initial Recording of Leads
Record all basic information (computer or index cards)
Classification of Prospects
A simple method for manual systems
Class A: You have enough information to make a presentation
Class B: You need more
Class C: A "lead" you don't know much more than the name
Sophisticated, classifications can be done with a computer
Scheduling Contacts
Contact prospects using a prioritized list
Keep a tickler file.
USING TECHNOLOGY TO MANAGE
PROSPECT INFORMATION
Personal Databases
Corporate Databanks
Improving
Communications
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Salespeople now have access to the most
current information
SUMMARY
o
o
o
Prospecting keeps you in
business
Ten methods have been given.
Referrals and center of influence
are the best