Finding qualified prospects
I’m helping a company find qualified prospects for their product.
This company manufactures lighting systems. And although I’m no expert on this topic, I am still able to help them figure out and find qualified leads.
How?
The short answer is: through “informational interviewing”.
Here’s the long answer.
I’m helping the business owners first identify whom they want to meet. What kinds of people or companies would be good prospects for them? Retailers? Wholesalers? For interior or exterior lights? And in what countries?
Then, we’re using “informational interviewing” as a tool to test the waters. In other words, we’re networking to get information — specifically to find out what kind of interest, if any, there is for their product in a particular company, market or region.
These “interviews” invariably turn up new leads. Names of companies we hadn’t thought of, contacts that people we already know have within those companies, etc.
We’re also using “informational interviews” to understand how best to find and meet the decision makers in each of these companies.
By the end of such an “interviewing” process, you end up with a whole lot of useful information — such as who’d be a “qualified prospect” and why; the best way to meet these people and get their attention; etc.
Not only that, you can also get personal introductions to the very people you want to meet, through this same process.
And that is the ultimate goal, isn’t it?
For an in-depth tutorial on informational interviewing and related business networking topics, click here.
Till next week,
– Sri
February 4th, 2007 at 7:21 am
Sri –
When I was in the insurance business, one of the ’selection’ tools I used with prospective agency candidates was just what you’re describing. I called them ‘I&A’ calls . . . for ‘information’ and ‘advice’.
Not only did the prospective agent learn what to expect from prospects but, as you point out, how to respond to them in a way that meets their expectations most effectively.
Good post . . . and decidedly ‘right on’ the money, too!
Bill
June 17th, 2007 at 5:22 pm
Sri, I always enjoy your informative newsletter and the short articles. They are always concise and useful. Sometimes, I don’t get to read them right away and I come back to them later and appreciate the chance of still having them around. I find that several approaches given for marketing and networking instantly click with my personality and I try to incorporate them into my business.
With sincere gratitude,
Gurpreet
June 17th, 2007 at 5:39 pm
Thanks, Gurpreet — I appreciate the feedback.
I´d love to have you share one of your success stories with us — about an approach that you´ve been able to incorporate into your business and how that has worked out for you.
I think it would be useful for readers to learn how others are using the same information.
– Sri