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Mail Postcards - Facts:

Prospecting, as the name implies, is seeking out new customers within the company's target markets. It involves three steps: obtain leads, identify prospects, and qualify them. Leads are the names of all those who might have a need for the product, a large pool that must be narrowed down to the most likely buyers.

 

Prospects are potential customers who have an interest in the product. They may currently buy from a competitor, are former customers, or have shown interest in some way. Qualifying is the process of determining which prospects have the authority and ability to buy the product. It also determines whether they are desirable customers.

 

A qualified prospect is a potential buyer interested in the product and likely to be a reliable customer. A number of methods are used in prospecting: cold calls (canvassing), referrals, exhibiting at trade shows, networking, telemarketing, secondary data, and coupons and ads. Cold calling (canvassing) is contacting the lead for the first time, either by telephone, fax, or in person.

The salesperson has no idea whether the person will be interested. A variation of cold calling is the center of influence method, which identifies leads by contacting opinion leaders. Opinion leaders are open to communications with salespeople and are considered reference group models. It is common knowledge that this group networks a lot and knows key industry contacts that can help to identify sources of quality service or products.

 

Think about the people you are targeting. If you sell dentistry sup-plies to dental practices, then you want to target dentists and hygienists. It would not make much sense to put an ad on Yahoo! when you could advertise on a site about new medical discoveries in dentistry.

 

Always keep your budget in mind when you are devising your online advertising strategy. There are many ways to stretch your advertising dollar. If you have the time, you can find appropriate sites to trade banners.

 

Lead Freshness is one question that everyone agrees on is that leads must be followed up promptly.

More about Mail Postcards.  See also: Postcard Printing and Prospect Lists.

Response Makers - Mail Postcards