The key to prospecting is qualification.

1. Are they interested?
2. Can we identify the need?
3. Do they know the price?
4. What is their timeframe?
   

Strike Force Sales rates all of its calls according to the BIYERS model.

B = Buy right now.
These people are rare… but we do sometimes get them. For one of our long term clients we are hitting one 'B' every 3000 calls.

I = Interested with a time.
These people are interested and we have identified a definite timeframe for their decision.

Y = Yes, interested… but no time.
These people are happy to talk and have meetings, but are not committing to a timeframe.

E = Envelopes.
Send me more info. Are these people just saying that to get us off the phone; or are they interested and are just a cautious, careful and slow personality type? These people require more qualification.

R = Recycle.
For whatever reason we need to call them again. Might be on holidays or caught up in a marathon game of telephone tag.

S = Suck.
These people just plain old suck. They might have rejected the call outright… or they might have talked and talked and talked, wasting our time and theirs.

Great Contact Notes
The single most important outcome from any prospecting campaign is that it produces quality leads that your sales team is happy and motivated to follow up on.

A sales team must have confidence that the prospects have been well qualified.

In our experience, the only way to do this is to produce great contact notes - see below: