Suspect is someone who is a potential customer who does not know you exist or not the least interested in your offering.
On the other hand a ‘Prospect’ is someone, who has responded to your promotion (ad,seminar,direct response marketing). They have just put their hand up and identified themself to you as someone worth developing a relationship with.
Going back to the dating analogy,this is similar to a stranger striking a conversation with you in a supermarket. You both are enjoying the conversaion on a common topic. If you didn’t hit it off, then you both go your merry way.But if you do hit it off, what is the one thing you must do, to continue the relationship ? Get their phone number !
When a prospect identifies themself to you as someone worth developing a relationship with, get them to willingly give their details to you.
How?
A fair exchange. Give them something of high perceived value, in exchange for their details. Do this as soon as possible on the first date, before they lose interest.
With their (prospects) details and their permission to follow up, you must vow to build a solid long lasting relationship with them. Inform, educate, ‘wow’ your prospects with your follow up system. Make them feel glad to have come to contact with you.
As the relationship grows storonger, bigger commitmets (sale) will certainly follow.
+ Ravi Peal-Shankar
{ 0 comments… add one now }