You should always strive for quality over quantity in your prospects. To avoid wasting precious time with prospects that have a low probability of turning into customers, spend some time on the front end to qualify your prospects and invest more of your time in a small group of high-quality ones. Here are some identifiers of a solid prospect:
- Must have a need for your product/service
- Must have the desire to purchase your products/service
- Must have the authority to purchase your product/service
- Must have the ability to purchase your product/service
If your prospect doesn’t meet all four of these criteria, you will likely be wasting your sales energy.
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