Do you ever wonder what qualities are in the perfect prospect? How do you know they are right for you?
Believe it or not, the answer is surprisingly easy.
Easy, right? Well, as easy as it sounds, remember that the only way you will know that the prospect has these qualities is by getting to know him/her. Talk to them.
Have regular conversation.
Make a friend. Sometimes, we get so focused on trying to prospect we forget about regular conversations. You may be familiar with the common “FORM” (Family, Occupation, Recreation, Motivation) and that is certainly useful but if you forget it, then just talk about anything. The weather. The latest TV show. The food at the party. The Facebook post. Their cute kids. It's the same conversation that we would have with anyone. It really is that easy — when we aren't thinking about how to invite them to look at our business or product.
If the prospect isn't right for your team, maybe she'll be a customer. Or maybe she knows other people who might be right. Or maybe she is “just” a good friend.
Either way, you win, don't you? 🙂
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