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Top 10
Prospecting Mistakes |
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10. |
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Not
maintaining a list of readily available references
(satisfied customers who will champion your company) and
not asking for testimonials |
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9. |
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Not
qualifying your prospects before your approach |
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8. |
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Not
including an upfront, attention-getting, call to action in your
communications |
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7. |
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Not
targeting your communications to specific segments of prospects |
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6. |
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When making
the case for hiring your company/buying your product, focusing on your company/product features
rather than on the customer benefits/what's in it for the prospective client |
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5. |
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Not
preparing your elevator pitch with the benefits of your product
or service tailored to the specific prospect with whom you are
meeting |
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4. |
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Not
following up, not conducting timely follow-up, conducting too
much follow-up or following-up too often |
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3. |
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Not
uncovering the prospect's business problem and thereby not
selling with a solution-oriented focus |
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2. |
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Not doing
your homework and attending a meeting without conducting prior
background research |
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Over-promising a service you are not sure you can deliver |
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