The key to successful prospecting is staying focused on the ultimate goal, a Face-to-Face or Voice-to-Voice interaction designed to uncover needs and determine if there are potential synergies or a fit. If so, to map out the next step: a follow-up conversation, a meeting or a proposal.
With this in mind there are only a handful of activities that generate these interactions:
Any activity that is designed for the prospect to call you is a marketing activity. Marketing will produce a .5-3% ROI, and although marketing is a vital part of building a business, our focus is on prospecting….being pro-active and generating Face-to-Face and Voice-to-Voice interactions.