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Selling For Dummies, 4th Edition by Tom Hopkins

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Chapter 7

Connecting with the People Who Need What You Have

In This Chapter

arrow Starting the search for qualified, potential leads for business

arrow Approaching prospects using methods that have been proven to work

The first step in the selling cycle is what most people call prospecting. Prospecting, essentially, is the process of searching for people to whom to sell your products or services. I compare it to prospecting for gold where you would require the use of a burro, a pick, and a shovel, except that the prospecting you do as a salesperson uses the Internet, phones, email, and word of mouth instead.

If you already know the people you’ll be selling to, you probably don’t need this chapter right now (although the tips and suggestions you’ll find here may help you find even more qualified buyers, which is always a good thing). On the other hand, if you have a great opportunity, service, product, or idea, but you don’t know where to find other people who would be interested in getting involved with it, this chapter is exactly the place to start.

If you don’t know whom to contact to help you get from Point A to Point B, you doom your product, service, or idea right from the start. You ...

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