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Book Description
Finding new business and prospecting for new customers is a key step for any business. It is the first step in the sales process - and without a sale nothing much will happen in any business. And of course without sales no business will be able survive for very long. Prospecting for customers can be a lavish affair with some organisations spending millions on advertising and publicity campaigns in order to attract prospects. Other smaller organisations are often forced into far more cost effective methods of prospecting. Many literally go ‘door knocking’ or spend many hours on the telephone in order to find prospects for their products or services. Amazingly some organisations, after considerable spending to attract prospects, then appear to do their best to estrange and alienate the prospect right from the very first contact. Even in the last weeks of finalising this book it happened to us several times when we approached a potential new supplier as a result of their prospecting efforts. Organisations both large and small when offered the chance of business, worth in some cases thousands of dollars, seemed totally disinterested in backing up the claims that had attracted us. In this book we have listed over two hundred prospecting methods. Obviously some of these will not suit all businesses, but many of the methods listed can be widely used. We find prospecting to be stimulating and a constant, never ending process. Almost every week for instance we find new outlets for our books, often in highly unlikely situations. We hope that the material presented in this book will offer encouragement, suggestions and resources to support new and effective ways of finding new customers and new business, and thus increase the success of your business. We recommend our other sales publications, Selling Made Simple and Sales Management Made Simple, for use in conjunction with this book.
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