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Article: All systems in place--Part II: a reader asks how to manage a prospecting file.(salesSEMINAR)
- Article from:
- Research
- Article date:
- December 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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Last month, I made the case for why you need a system to organize and communicate with your prospects. A reader, Charles Lanford, was especially interested in how to classify people whom he "hit and missed" and people who told him, "I have another advisor." OK, Charles, here's how my classification system works:
[ILLUSTRATION OMITTED]
AA = HOT
A "Hot Prospect" is someone who is very interested, financially qualified and willing to begin the sales process or already in it. We know they are in this category because when we ask for an appointment, they set it. That is the test.
AA Actions: Start someone in the track, set the appointment ...