Suspecting

A systemised continuous process by which we:

•          Target our suspect market segments

(Business Intelligence – Tactical Marketing™)

•          Make contact with a human through a channel

•          Advertising

•          Personal calls

•          Internet

•          Promotions…

•          Position our Hook

•          Qualify…

Prospecting

Prospecting is about nurturing the foundations of a business relationship with another human.

•          Seek to break through the blur of their life

•          Stand out, but be sincere and credible

•          Help them by giving away a little of your Brand

•          It’s a long term approach

•          Seek moments of opportunity
(notes, phone calls…) to exceed
the expected

•          Keep your commitments…

Prospecting is a continuous process by which we seek to engage with people who have:

•          A need

•          A capacity

•          An intent

•          And the means

•          To fulfill their need

Prospects are people who we know we can do business with.  These generally are:

•          Qualified suspects

•          Existing customers

To engage with our prospects we need to:

•          Plan and have support tools to manage

•          Know the numbers

•          Know the Marketing Mix – hooks, channels…

•          Have a systemised continuous process

•          Have knowledge, experience & motivation

•          Capture information and turn it into Intelligence

•          Be prepared to give sincerely

•          Follow up

•          Make the time!