Chapter 10
Prospecting
CHAPTER OVERVIEW
Three Thoughts on the Impact of Lousy Leads
Become a Lead Generation Genius
Generating Referrals
Exercise 10.1. The Rep’s Perspective
Exercise 10.2. The Buyer’s Perspective
Exercise 10.3. The Revenue Perspective
Referrals from Current Customers
Exercise 10.4. Identifying Buyers for Referral
Maintain That Referral Mindset!
Referrals from Non-Customers
Exercise 10.5. Searching Out Referrals
Exercise 10.6. Creating Elevator Speeches
Prospecting Through Electronic and Print Resources
Electronic Sources
Exercise 10.7. Brainstorming Digital Sources
Print Sources
Exercise 10.8. Brainstorming Print Sources
The Conversation
Exercise 10.9. Planning Cold Calls
The Final Piece of the Cold-Calling Puzzle
Call it lead generation, ...
