Women In Business-Small Business Sales Tip: Seek Qualified Prospects

Small business owners instinctively know sales is paramount to their business. Because of this, finding "qualified prospects" is imperative to business owners more than ever before. Moreover, small business owners lack the time to delve deep into all their prospects. You've heard of "suspects" and "prospects" as a description of whom is in your sales pipeline. Tip: delete your suspects, and focus your energy honing in on your "qualified prospects".

A prospect is not qualified until you have a solution for the issue they need addressed! A qualified prospect must acknowledge you have what they want, whether it is a product or service. You must communicate your solution in such a way that you enter the conversation going on in the mind of your prospect, and help them understand why you are the person or resource they need to invest in.

A tool to help you make the most of the time you put into sales is Pareto's 80/20 rule. If you set aside 2 hours today for sales and prospecting, 80% of your efforts should be directed towards "qualified clients", and 20% can be directed to those prospects, which can eventually become qualified. Suspects are nothing more than energy suckers, and the revenue you receive from them is usually insignificant.

I would be remiss if I didn't also suggest that if you work 10 hours today, 80% of your time should be focused on everything to do with implementing sales and marketing strategies, and 20% of your time can be focused on other tasks. Out-source if you need to, but manage your time for optimal revenue!

Comments welcome... donnaslater@women4womenclub.guru
www.women4womenclub.guru

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