Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly.
Each day that slips by without making initial contact with your referral dramatically reduces the probability of you making the sale. Top sales people develop the habit of contacting referrals within two-business days or sooner.

This month's article looks at effective ways to prospect for customers and increase sales.

Put A System Into Practice

Have a system to keep track of your referrals so they don't end up falling through the cracks. It's critical to have a computerized client contact management system to record your remarks and track future contacts and appointments.

Relying on your memory alone is a very poor business decision that will cost you dearly.

Qualify Your Prospects

Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services.

Successful sales reps don't waste time chasing after low-probability prospects and know when it's time to cut their losses and move on.


--Source: John Boe is a nationally recognized sales trainer and business motivational speaker.