Why Prospect!

Prospecting is easier than panning for gold

Prospecting can make difference between completing your bag in three or four days versus a week or more. The best candidates for your prospecting efforts are those who have already advertised with Medibag or elsewhere. Seems like a "no-brainer," but too often we hear of sales representatives who make it harder on themselves by skipping this important step of the sales process. While cold canvasing is sometimes necessary, many qualified prospects are already right under your nose. 

Besides a renewal list, here are few places where you can find prospects:

Go to the library and thumb through back copies of the local newspaper. Do you see a few businesses who consistently advertise each week? That's a great place to start. 

Another great resource are local church bulletins. Stop by the local Catholic church and ask if they have a extra bulletin you can have. You can usually find one from the previous week's service.  

Prospects are everywhere. As you drive around town, if you see a little league field take a look at the home run fence--see any advertisements? How about the local high school football field? Bus stop benches? Billboards? The radio? Grocery carts and receipts? They are every where you look! 

A local Mexican restaurant near the Medibag Home Office has about 40 advertisements printed and laminated on the top of the table. With a notepad or camera phone you can build a prospect list in no time. 

Ask, ask, ask! Even those prospects who might not be interested can often be a great resource for leads. And honestly, everyone you meet can probably give you a decent lead. And if you're working in a small town, just about everyone probably knows a business owner or two.

Talk to the pharmacist at the pharmacy you are working. They often know many business owners and decision makers and are a great source for prospects. 

And finally, visit the local chamber of commerce. Typically they'll have a printed business directory with a map. Or, they may have a directory posted on their website you can print out at the local library. Plus, the administrator or secretary will probably give you a few business leads to get you started.

Prospects are everywhere. Keep your eyes and ears opening and you're bound to find them. 

Todd Hollst, Art Coordinator