Jonathan Walker

Step one: do your research and see if you should follow the lead or let it go

Step two: after you have determined if the lead is one that will hopefully pan out, you are going to need to connect to your target through prospecting.

Step three: after the "decision maker" has said that it is alright, you will then either pass the information on to the next person, or you will connect to the prospect.

Step four: in the first call with your prospect, you are going to learn about your customer and learn what their needs are

Step five: close your sale! Not every prospect is going to become a customer.

Chapter two: Techniques to Use for Prospecting

Cold calling: this will be calls that are unsolicited as you attempt to sell your product or service.

Social spamming: messages that are sent on social media that are unsolicited to sell the product or service.

Inbound Prospecting:
Warm emailing: you are going to be reaching out to someone who has expressed some kind of interest in your company before, and you want to see if there can possibly be a relationship with that person.

Social selling: social media can be used to explore relationships as well.