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11 Cards in this Set
- Front
- Back
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referrals
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the use of this is one of the most powerful prospecting techniques abailble to sales porfessionals
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center of influence
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a person who believes in what you are selling, influences others and is willing to give you names and help qualfify them
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group prospecting
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bringing a number of people together at the same time and place and capturing their names and other information about them
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planned cold calling
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calling on a lead without first making an appointment and knowing little or perhaps nothing about the person
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direct email and direct mail
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choosing or creaitng a mailing list of indiviudals, businesses or proffessional people who appear to be at least partially quailified and sending them a communication that requests a reply.
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observation
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prospects are everywhere so keeps your eyes and ears open. scan local newspapers trade pulbications and the financanial pages of major new magaizines
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business associations and civic groups
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members ship in various civic groups such as the chanber of commerce gives you the opportunities to meet poeple who can become prospects for product or service.
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networking groups and events
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in networking groups sales people from different businesses share information about the sales climate and exchange prospect information.
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directories
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directories helo identify possible prospects and provide information to determine whther they actually have the potentional to become customers
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company initiated prospecting
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a company may provide initial prospecting for sales people. this frees them to have more face to face interviews with qualified prospects
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websites
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a company can market it services and find customers utilizing the power of the internet.
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