George Clay

 Is your prospecting list scattered about on slips of paper, business cards or sticky notes?

Building quality prospecting lists includes data entry about each prospect you contact and what your conversation covers during your call.

For me, real-time data-entry is key to building quality prospecting lists.

Key data points to capture include:

Your prospect's interest level in your goods or services.

Identify their needs…learn about existing suppliers… and how YOU can pre-empt the competition.

Ask the qualifying questions to make certain your offer matches their needs.

Learn their “hot buttons” --- what is it you can do for them that matters most.

Use real time follow-up by phone for interacting with your prospect  base and developing their interest in what you can do for them.

REAL time follow-up calls mean you engage your prospects with some inter-active, one to one Q&A.

These calls establish good rapport...forward the sales process..and keep your prospects and your customers from drifting away.

  • The right CRM software will simplify this for you ….adding speed and precision to your marketing efforts.

  • EXAMPLE:  Send prospects you've visited or called in the last week personalized, first-class follow-up letters detailing key points of your discussions.

  • Prompt follow up always wins…and makes YOU outshine the competition.

  • Building good prospecting lists will change your life and keep your customers smiling.

Recommended reading:

100 Best Business Development Books of All Time


Forbes: New Rules for Prospecting In The Age of The Customer


Also: Harvard Business Review reports on benefits of cold call lead development.


From Harvard Business School On-line:  This On-line learning course sounds interesting