Lamarwaltersuccess Blog

May 23, 2013

“How to Prospect for New Customers”

Filed under: Business, Inspirational, Motivational, Sucessful, Uncategorized — lamarwalter @ 2:33 am


By: Geoffrey James

A step-by-step approach for building up your sales pipeline.

For most companies, the ability to find potential customers is the difference between growth and bankruptcy. Here’s a systematic approach, loosely based upon a conversation with Thomas Ray Crowel, author of the excellent book Simple Selling.

1. Get a decent list of prospects.

Ideally, you want to be prospecting for customers who are already likely to buy. To do that, draw your list of prospects from the following sources in this order:

1.Referrals. People whom your existing customers have contacted and suggested that they get in touch with you.

2.Networks. People whom you’ve connected with personally at industry events or online via social networking.

3.Website Visitors. People who’ve shown an interest in your offerings by accessing your website and leaving contact data.

4.Purchased Lists. People who have the job title that typically buy your offering inside industries into which you typically sell.

2. Create a qualifying script.

Based upon your experience, define a conversational way to ask, during an initial conversation, whether or not the suspect has a budget, authority to spend the budget, and a need for your offering.

In most cases, qualifying scripts are built around open-ended questions that you ask during the conversation. I’ve provided you with a list of these questions in my previous post “14 Ways to Qualify a Sales Lead.”

If you’re calling somebody from a purchased list, you’ll also want a basic cold-callings script. There’s a good model for this in my previous post “A Cold Calling Script That Really Works.”

3. Set reasonable prospecting goals.

Set a target for how many prospects you will need in your pipeline order to generate the number of sales that you need. For example, if you must generate five sales a week and on average close one out of fifty prospects, you will need to make 250 calls a week.

Based upon how many of your prospecting calls “go through,” estimate the amount of time it will take to make those calls, including the time that will be required to have a meaningful conversation once you’ve gotten into one.

4. Get into a positive mental state.

Find a place where you won’t be interrupted or distracted. Take a few minutes to focus yourself and your thoughts:

1.Be positive. Believe you will succeed. If you fail try again.

2.Be optimistic. Look for the best in people and expect good things to happen.

3.Visualize success. Imagine ALL the emotions you’ll feel when you achieve your goal.

5. Make the calls.

‘Nuff said.

While doing so, remember to listen as much (or more) as you talk. According to Crowel, the most common prospecting mistake is failing to notice when prospect wants to buy right now. Listen for stuff like this:

•”We’ve been looking to buy something like this.”

•”I was thinking of contacting your firm about this.”

•”Oh, yeah, we definitely need to talk.”

If you hear something like this, you can skip the script and jump right to the close.



  1. Something I would definitely bookmark for future reads as well

    Comment by kennethvacations — May 23, 2013 @ 4:13 am

  2. Hello there! Do you know if they make any plugins to protect
    against hackers? I’m kinda paranoid about losing everything I’ve worked hard on.

    Any tips?

    Comment by learn to draw people — May 27, 2013 @ 3:00 pm

  3. Just wish to say your article is as surprising.
    The clarity in your post is simply spectacular and i can assume
    you’re an expert on this subject. Well with your permission let me to grab your RSS feed to keep updated with forthcoming post. Thanks a million and please carry on the gratifying work.

    Comment by tutorial on windows 7 — June 26, 2013 @ 5:14 pm

  4. A person essentially assist to make seriously
    articles I would state. That is the very first
    time I frequented your website page and to this point?
    I amazed with the analysis you made to create this particular post incredible.
    Excellent job!

    Comment by mens fendi shoes — July 2, 2013 @ 9:14 pm

  5. I every time emailed this webpage post page to all my friends, as
    if like to read it after that my friends will

    Comment by private forex coaching — July 11, 2013 @ 9:04 am

RSS feed for comments on this post. TrackBack URI

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )


Connecting to %s

Blog at

%d bloggers like this: