Prospecting requires focus and an understanding of your potential buyers and where to find them. Whether you’re cold calling or attending networking events, being able to connect with potential clients is a critical skill.
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Question 1 of 10
I have a client profile by which I abide when prospecting new clients.
Always
I usually stick to the profile and pursue clients that match it
I have a profile, but I don't filter out potential clients based on that.
Not really
Question 2 of 10
I’ve categorized and prioritized my target market into either B2C or B2B
Yes
No
Question 3 of 10
I know what my customer demographic is, and whether or not my product can help them.
I have a profile, but I haven't thought about why it would help that specific demographic.
I don't have a profile
Question 4 of 10
I use datamining to narrow down what kinds of companies or markets have bought from me and use that information for future prospects.
Sometimes
Never
Question 5 of 10
I profiled and segmented attractive markets to find my Total Available Market.
I don't know
Question 6 of 10
Part of my qualifying process involves determining whether a client would most likely pursue a fair priced option or premium priced.
Question 7 of 10
I utilize open ended questions to find out more information about a customer before my presentation.
Always, they get more information from the client
Not as much, I like to keep my questions direct.
Question 8 of 10
I prioritize my clients based on my research.
No, I pursue clients that I think have the biggest budget
Yes, I balance a lot of factors from my ideal client profile.
Question 9 of 10
I have a set process for qualifying clients.
Question 10 of 10
I think it is a good idea, in the long run, to ‘fire’ unprofitable and time consuming clients.