Sales prospecting plan for nonprofit

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this presentation provides information about  prospecting the first of a six-step sales   process prospecting is very important to the  success of your business because it sets the   sales process in Motion in many respects selling  works like a funnel the top of a sales funnel is   wide to include many people or prospects but  only a portion of these potential customers   currently need for what you are selling you  will be more successful selling your products   when you target qualified prospects people  who are already interested in your product   or service prospecting is a critical step of  the sales process we'll discuss the purpose of   prospecting then share some tools to increase  the number of potential customers in your sales   funnel what is prospecting in the early 1800s  settlers in the United States want to Define   gold these Prospectors used a pan to scoop up  water and dirt from a riverbed in an attempt   to find gold pieces that were floating in the  water from Upstream hoping to get rich but this   slow process required patience most attempts  produced nothing the biggest Factor info influence location in he worked  at a riverbed that contained gold   hit the jackpot but if he was at the wrong  river then he went home empty-handed the   same is true for you when you Prospect four new  customers figure out where potential customers   are located and then go there where should  you Prospect When developing a prospecting   strategy ask yourself three questions which are  shown in this worksheet ask yourself what types   of people already want your product or service  where are these people located and who can give   you additional ideas about where to find more  of these people use a worksheet like this one to   develop a prospecting plan for your business let's  discuss an example so you can see how the process   works let's say you sell custom shoe inserts  that help with foot pain using the worksheet   as a guide the first question you should ask is  the following what types of people already want   custom shoe inserts people who stand for long  periods of time they probably have sore feet   they would probably like a product to help with  their foot paint so the next question is who has   sore feet several jobs require people to spend a  lot of time standing such as nurses waiters and   flight attendants the next prospecting question  is where can you find people with sore feets maybe   hospitals restaurants or airports and you could  probably get more ideas about where to find people   with sore feet by talking to people you know about  each of these groups of people so your prospecting   worksheets might look like this as shown here  your plan to prospect for people who stand for   long periods of time and have a steady source  of income so they can buy the shoe inserts you   plan to look for these prospects in hospitals  airports and or restaurants and you can plan   on asking other people for additional ideas about  where to find more prospects with sore feet so you   could ask your physician a friend who works at an  airport or the manager of a restaurant where you   frequently eat but be careful heed this warning  avoid targeting enormous groups of prospects   for example people with Feats who will located on  Earth doing so will result in a vague plan that is   unlikely to get you any results instead fill out  a worksheet for smaller groups of prospects so you   can more easily Target the needs of different  people remember prospecting and selling are   completely different things don't expect every  Prospect to buy they won't instead keep in mind   the prospecting is All About Numbers you must  encounter a certain number of potential customers   before you can find people who are interested in  your product or service be patient with yourself   it takes time and practice to develop personal  selling skills so do not be discouraged if a   prospect is not interested keep looking for the  ones who are top performing salespeople spend   80 percent of their time each day prospecting  remember without prospecting sales never happen so   what can you take away from this lesson first of  all remember that prospecting is a critical part   of the sales process eighty percent of your time  should be spent prospecting secondly figure out   where your prospects are located then go there  thirdly don't get discouraged keep looking for   people who are already interested and finally  create a sales team that can help you improve   your personal selling skills congratulations  on completing this lesson about prospecting   you are on your way to Growing your business  learn more by watching the remaining   videos in organizational troubleshooters  educational series about personal selling