Prospecting is not getting easier… as a matter of fact, it’s getting harder. Prospects have shorter attention spans and a lot of options. In addition, there are only so many hours in the day one can spend looking for new business. It makes sense, then, to only spend time talking to people that are likely to buy whatever you are selling. Unfortunately, far too many sales professionals spend far too much time chasing after “inquiries” that turn out to be nothing at all.
I am indebted (and I am quoting) my friend and colleague, Bob Bly, www.bly.com, for these important definitions:
- Suspect — anyone in the universe who could possibly buy your offering
- Prospect — someone with the money, authority, and desire to buy your offering
- Inquiry — a contact from a suspect
- Lead — a contact from a prospect
There are only so many hours in the day. Spend them wisely.