Sales 101: What is a prospect?
If you said “small businesses” are your prospects… you are wrong.
If you said “everyone” is your prospect, you are very, extremely, outrageously wrong.
“But Jason, we have a product we sell to small business owners. How can I be wrong?”
The truth is, while we wish EVERYONE could be a prospect, sales is a numbers game. So, if you are out and about looking for leads the old fashioned way, you need to clearly separate who are your leads and who are prospects.
A lead is a person you meet. You could walk past them on the street, connect with them on LinkedIn, or maybe you gave them a free t-shirt last week while you were out marketing. But they aren’t a true prospect until they are willing to go through your sales process. Switching a person from a lead to a genuine prospect is where many sales people fail, which ultimately results to them trying to sell to a whole bunch of the wrong people.
If you start with a list of 100 leads and send them a blanket email, you may only end up with 6 genuine prospects. So, let me ask you something… would you rather waste this whole week on trying to sell your service to 94 uninterested people? Or, would you rather just go through your 6 true prospects, make 6 sales, and move on? You are going to get a lot more sold if you are only focusing on selling to the right people, I promise you.
Cheers to not wasting anymore time.
I am Jason Criddle, Founder of Jason Criddle & Associates, SmartrHoldings and all of its brands… Carbon, DOMINAIT.ai, RezultDriven, SmartrCommerce, SmartrHoldings, SmartrLiving, SmartrMarketing, SmartrVeterans, SmartrWomen, TheRealJasonCriddle, TVBuilderPro, TVStartupNow, and the brand that started me on my path to leadership and building wealth for others and myself, Wellness by Jason.
I’ve authored 19 books, a dozen of which, I was blessed with them becoming best sellers. I write extensively online and on all of the blogs on the websites I own, as well as Quora when I get a chance.
You can listen to me on Podcasts, many Radio shows, and occasionally see me on the news.
All I care about is serving God and my family, playing with my kids, building my legacy, and helping all of my clients become successful on their own journeys. Each platform I have built, was created for YOU, the user, customer, or affiliate, to become successful as you go through this life as well.
Connect with me on LinkedIn if you want to set an appointment or get a free consultation for your brand, or become part of our sales and leadership team.
