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 be in need of your product/services
- Must have the desire to purchase your products/services
- Must have the means to purchase your product/services
- Must have the authority/ability to make the decision to buy
If your prospects don’t meet all four of these criteria, they are unlikely to turn into customers.
Love one of our blogs? Feel free to use an excerpt on your own site, newsletter, blog, etc. Just be sure to send us a copy or link, and include the following at the end of the excerpt: “By Mark Jewell, Wall Street Journal best-selling author of Selling Energy: Inspiring Ideas That Get More Projects Approved! This content is excerpted from Jewell Insights, Mark Jewell's daily blog on ideas and inspiration for advancing efficiency. Sign up at SellingEnergy.com.”
Want our daily content delivered to your inbox? Sign up for the Jewell Insights mailing list!
