Hospitals, restaurants and law practices are a few examples. Selectthree or four primary categories, which you'll fill out with about a dozenprospects in each. As you choose businesses to put in each of your categories, consider thequalifying criteria important to you, such as their length of time in business,number of employees, location and any other factors that make businessprospects more desirable. Use trade journals, directories, associationmembership lists and the Internet to compile your list. Meet with qualified prospects.
Unsuccessful meetings cost youplenty in lost time and money.
So it's vital to pre-qualify every prospectcarefully by phone before you set up a meeting. No matter whether you'reselling to businesses or consumers, before you make that qualifying phone call,prepare a list of questions. Then arrange to meet only with the prospects youdetermine are the best qualified. A qualified prospect has a need for your product or service, can afford it andis willing to pay for it. That's why it's good news when you discover prospectswho are buying from your competitor.