Page 74 - 100 Great Business Ideas: From Leading Companies Around the World (100 Great Ideas)
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Quick Ideas 51 to 52
52
Prospecting Requires
Being a Super-Sleuth
You can never know too much about a prospect to whom
you’d like to sell. The more you learn, the more likely you are
to win over that potential account. There is no excuse to be
uninformed in today’s information-rich society, where you have
resources like your local li-
brary and the Internet.
When a consultant was Assignment
invited to meet with Flagstar Think of yourself as a
Bank to consider doing pro- detective building a case. You
motional work for them, he must convince a prospect to
downloaded every page become a customer, so be
from their Website and sure to do your research first!
learned everything about
them, from their mission
statement to their philosophy of customer service, from their
growth plans to their financial performance in recent years.
When he walked in to meet with the Flagstar management, he
was armed and ready to discuss where they’d been, and where
they were going.
Epilogue
Knowledge is power. If you don’t know enough about a
prospect, the only reason is because you haven’t tried hard
enough.
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