Question

Identify five specific sales-call prospects for your business. Prequalify them using these questions: (a) Is the prospect in my market? (b) Does he or she need my product/service? (c) Will my product/service remove a problem or source of “pain” or improve the individual’s life? (d) Can he or she afford it?

Answer 1

Five sales call prospects for a home and office delivery-and-pickup dry cleaning company could be as follows:

• Executive or owner of a business in a different industry

• Small business owner (insurance agent, etc.)

• Managers in a hospital

• Physicians

• Long-term stay hotel patrons in the business district of town All of these individuals are busy professionals who use dry cleaning services regularly. They could benefit from the convenience of the delivery and pick up service because they work long hours. They have salaries that would allow them to pay a premium to receive extra service.

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