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Article: All systems in place--Part I: a reader asks how to manage a prospecting file.(salesSEMINAR)(Letter to the Editor)
- Article from:
- Research
- Article date:
- November 1, 2004
- Author:
CopyrightCOPYRIGHT 2004 Summit Business Media. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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Here is a letter from Charles Lanford, a regular reader of this column:
[ILLUSTRATION OMITTED]
"An objection I get a lot is that someone currently has an advisor they're comfortable with, but don't mind me sending them stuff from time to time.
"These people I am targeting graduated from the same school I did, are 45-65, and live near me. This is a mid- to high-net-worth demographic, and people I would like to do business with.
"How would I classify this kind of lead? What should I be sending/calling them about?
"My next question is: What/how do I categorize prospects who I've 'hit and missed,' but are very qualified and I ...