Following are the objectives of Prospecting:
- To establish if they have a need.
- To identify potential customers for your products and services.
- To see the prospects with the highest potential first.
- To organised a referral.
- To categorize these prospects as to their dollar potential based on your research.
- To determine what products and services you offer can best satisfy the needs.
- To arrange personal contacts with these prospects on a scheduled priority basis.
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