Prospecting is a marketing function

Quote:

Originally Posted by RainMaker

Propsecting and selling. I use the same skills to accomplish both.

What skills are those?

Quote:

Originally Posted by Iceman

What skills are those?

I build a bridge from first contact to sale--composing of small, painless incremental steps. The only difference to me between the prospecting step and the sales presentation step is that they are on a different point on that bridge.

I use the exact same method and skills on every step, regarless of where in the process I am:

Find their need ("I want it" button); fill that need ("I'll take it" button).
Never ask them for more than to move to the next step.
Never look ahead beyond the next step.
Never yank them out of their comfort zone.

Quote:

Originally Posted by RainMaker

I build a bridge from first contact to sale--composing of small, painless incremental steps. The only difference to me between the prospecting step and the sales presentation step is that they are on a different point on that bridge.

I use the exact same method and skills on every step, regarless of where in the process I am:

Find their need ("I want it" button); fill that need ("I'll take it" button).
Never ask them for more than to move to the next step.
Never look ahead beyond the next step.
Never yank them out of their comfort zone.

When I think of prospecting I think of finding [first] and contacting [second] people who are the best candidates for my product [or service]. What does it mean to you?

Quote:

Originally Posted by Iceman

When I think of prospecting I think of finding [first] and contacting [second] people who are the best candidates for my product [or service]. What does it mean to you?

...and that differs from what I said...how exactly?

Who is the best candidate for your product? Answer: someone who has a need that your product fills.

Quote:

Originally Posted by RainMaker

...and that differs from what I said...how exactly?

The difference for me is that the prospecting step is over once I'm in front of the customer. For me prospecting is about finding and contacting potential customers.

Finding people who are the best candidates for my product [or service]. Who are they? Where are they? How do I find them or get them to find me?

Contacting people who are the best candidates for my product [or service]. What is the best way to contact them? When is the best time to contact them? What do I say when I contact them?

Quote:

Originally Posted by Iceman

The difference for me is that the prospecting step is over once I'm in front of the customer. For me prospecting is about finding and contacting potential customers.

Finding people who are the best candidates for my product [or service]. Who are they? Where are they? How do I find them or get them to find me?

Contacting people who are the best candidates for my product [or service]. What is the best way to contact them? When is the best time to contact them? What do I say when I contact them?

Yes, Iceman, I see what you are saying... but going back to my original comment, I was not stating that propsecting and giving a sales presentation were the exact same thing, I was pointing out how in MY personal selling system, I use the SAME SKILLS for every step.

Here is what I mean: I find the 'need' FOR THAT STEP (whatever it is) and seek to fill it in order to get them to agree to move onto the next step. In essence, for me, EACH step has a close and a sale...the 'sale' being the prospect's "YES" to move onto the next step.

For example:
Initial contact (for me, by mail)...goal: push the "button" (by filling a need) to get them to take my call.
Initial phone call....goal: Push the button (by filling a need) to get them to set an appointment
Sales presentation...goal: Push the button (by filling a need) to get them to buy.

Each step has a different purpose and a different need, but all the steps use the same methodology and skills in my system.

I am not making any sweeping statements--only making my point based on my personal system for selling. For me prospecting and closing the sale...they're just not that different--only the context is different.

Quote:

Originally Posted by RainMaker

Each step has a different purpose and a different need, but all the steps use the same methodology and skills in my system.

What are your prospecting steps?

Quote:

Originally Posted by Iceman

What are your prospecting steps?

I've described them on other threads. I use a method that is unique and very effective for me. I recently read a passage in a Dan Kennedy book that described a company that used my method with great success, so I guess I'm not the only renegade out there. I believe in targeting my prospects and putting more time, effort, and money into each lead in order to have a higher conversion rate because I, personally, don't like the "call everyone in the phone book" approach. I'll make 20 calls, actually speak to maybe 3 or 4 of my targets (the rest are not in or available, etc.) and set 2 or 3 appointments.

I'm sure others use methods that work well for them.

Iceman, I agree with Gary, these are separate skills. The skills involved with identifying, locating and making initial contact with a prospect (prospecting skills) will not be the same as qualifying, presenting and closing (selling skills).

Quote:

Originally Posted by RainMaker

I recently read a passage in a Dan Kennedy book that described a company that used my method with great success, so I guess I'm not the only renegade out there.

What is the method or book? Why would you be a renegade?

Quote:

Originally Posted by Agent Smith

Iceman, I agree with Gary, these are separate skills. The skills involved with identifying, locating and making initial contact with a prospect (prospecting skills) will not be the same as qualifying, presenting and closing (selling skills).

Which do you think requires more skill?

Prospecting is a marketing function

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