1. Before you start making your prospecting calls, do your homework: Set up your strategic marketing plan, identify your ideal prospects and write your script.
2. Develop your ideal customer profile. List your top ten customers, (i.e., customers who buy the most and the most often) along with the type of business they are in, the title of the decision-maker and any other similarities you notice. Find other companies that match your top ten. They are potentially good customers for you.
3. Analyze your competition’s customers-they are your potential customers as well.
4. Develop your list of Qualifying Parameters-the conditions that are necessary for you to consider doing business with a prospect. If your prospect does not meet your qualifying parameters-they are not a qualified prospect!
5. If you are not speaking with the decision-maker, you are not speaking with a qualified prospect.