Are you wasting time with the wrong prospective customer?
By Jim Logan • Jun 11th, 2007 • Category: Branding, PR, and Advertising
Who is the right prospect?
That’s the question Dan Kennedy asked before giving a brief list of the four qualities of a good prospect. I was recently skimming through one of his books, No BS Sales Success, and that question caught my attention.
It's a great question for sales people. Selling to the wrong person is a mistake made by new and seasoned sales people alike.
If you’re selling to the wrong person you’re:
- wasting your time;
- inaccurately forecasting revenue;
- often killing the deal by aligning yourself with the wrong person in the organization;
- likely opening yourself to undue competition;
- artificially extending the sales cycle.
None of those are good things. They make you an underachiever.
So, what did Dan list as the characteristics of the right prospect? The right prospect is:
- someone who has reason for interest in your proposition;
- someone with the financial ability to say yes;
- someone with the authority to say yes;
- someone that is predisposed to say yes.
If you're not sure you're working with the right prospect or are having trouble attracting your ideal customer, here's a simple way I can work with you to hone your skills finding quality sales opportunities.
Regardless, is there anything you’d add to Dan’s list defining the right prospect?
Jim Logan is the founder of JS Logan, a B2B lead generation and sales acceleration company. Click Here and discover what makes JS Logan different from other B2B complex sales and marketing firms.
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