Are You Making This Mistake?

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Many years ago when I first started selling promotional products, I thought everyone was a good prospect for me. Consequently, I wasted a lot of time and energy on the wrong prospects. Prospects who were only looking for the lowest price or worse: didn’t have the ability or authority to order. After a while I learned to pre-qualify my prospects.

Not pre-qualifying prospects is one of the biggest mistakes I see promotional products professionals making.

How can you identify good prospects? One solution is to pre-qualify them with great questions.

Here are seven questions to help you decide if the prospect is worth your time:

1. Does the prospect have an immediate need, i.e. special event, trade show, product launch, etc.?
2. Does the prospect have a budget?
3. How does the prospect make decisions? One person or by committee?
4. Who is the ultimate decision maker?
5. Is the prospect speaking to more than one promotional vendor?
6. What is the ultimate objective of the promotion?
7. If you provide an original idea, will the prospect honor your research and time or will the idea be put out for bid?

I believe that selling is like dating. Focus your time and energy on your best prospects. Be willing to walk away from those that aren’t a good fit for what you offer.

This week’s question: How do you pre-qualify prospects?  All thoughtful replies are welcome. 

© 2008 – 2013 Rosalie Marcus

Want expert help growing your promotional products business?  Click the link to preview the programs and products created to quickly and easily grow your promotional products sales. 

Not sure which program or product is right for you? Contact Rosalie for a brief, no obligation, personal consultation. Reach her at Rosalie@promobizcoach.com

Rosalie Marcus, The Promo Biz Coach ™ is a promotional products business expert, coach and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher profit margins and dramatically increase their incomes! Get a FREE special report: 10 Big Mistakes Promotional Professionals Make and How to Avoid Them and a FREE Skyrocket Your Sales audio download at http://www.promobizcoach.com. 

Reach her at Rosalie@promobizcoach.com or 215-572-6766.

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