Possibilities Unlimited

How to Prospect and Get New Customers

WholeLife Matrix: Financial Viability / Markteing / Sales

“The seeds of your success are driven by your prospecting habits.”
— Key Yessaad

Prospecting is an essential task for many companies for finding new customers and building their businesses.  The first step to finding good prospects is to identify your target market. For example, you might want to sell a program to women who are between the ages of 35 and 50 and make $50,000+ a year. The more specifically you can identify the group you want to target, the better you will be able to create a sales message for them that is specific to them. A specific message will make it more likely that they will buy. 

You can gather a list of prospects from various sources such as referrals, social network connections, offline network connections from business groups, industry events, website visitors or newsletter lists, or purchased lists of your target market.

Focus on targeting qualified leads.  Qualified leads meet the standards of your ideal customer.  The more qualified your list of leads is, the better chance you will have of successfully selling to them. 

Many people get discouraged when potential customers don’t want to buy their product or service.  They may not realize that they need to target the right people and that sales is a numbers game.  For example, out of 100 people that you contact, 1 or 2 people might buy.

Calculate the number of prospects you would need to call to close the amount of sales that you want to close.  Maybe you close one out of 50 prospects and you want to close 10 sales a week.  In that case, you would need to make 500 calls a week.  To determine how much time the calls will take, figure out how many of the calls that you make go through, how much time you take on the ones that don’t go through and the average length of time need for the ones that do go through.

For calling prospects, prepare a call script that sounds conversational, not scripted.  During the call, you should find out if the prospect needs what you are offering and what their budget might be. Listen carefully to what the prospect needs. They may be interested in buying your product or service right away.  They may indicate that they are definitely interested or have been looking for something like what you offer. If that is the case, you can stop trying to sell them and start the closing process. 

When making calls, find a quiet place and get yourself into a positive mindset.  Visualize and feel the feelings of success.  Believe and expect good results and think positively about people. If you don’t succeed, try again. 

Persistence is important in sales.  An offer may need to be presented a few times before someone agrees to it, maybe 3-5 times. These days, many people use only email or online marketing to try to get new customers, but emails can easily be ignored and phone calls are still important for establishing a more personal connection for prospecting and for keeping those prospects satisfied once they become customers.


Want to know more? We are excited to offer our Sales2Win course. This course will distinguish you as someone who consistently maximizes their sales and achieves top results.

September 20, 2015

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Possibilities Unlimited Inc. is more than a business coaching firm. We believe in an integrated approach to business and life. Your business should enrich your life! If you've lost touch with why you went into business in the first place, we can show you how to create new possibilities for your business and rekindle your entrepreneurial spirit.

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