The "Great Eight"

I am a great believer in the "magnifying glass theory." Like sunlight though a lens, you can accomplish a lot more when you focus your energy. Some people keep a top ten prospect list, as a rep I always kept a "Great Eight." The number you choose doesn't really matter, what is important is that you keep a list of your best prospects. Any territory contains many businesses that could buy from you. The high number of potential customers can cause inexperienced reps to dissipate their efforts. They make contacts but move on to the next target without following up. They do not have the time to thoroughly plan and prepare for any individual prospects.

Choosing a handful of prospects for special attention will greatly increase your chance of success. This accounts will get the "full court press." You should research them, create a complete advertising plan for them and develop a strategy for selling the account. It would be wonderful if you could do this for every prospect in your territory but this would require far too much time. Choose accounts that are in categories your publication can benefit, businesses that have a high dollar potential and highly respected businesses that will enhance your product. Keep them on the list until you've exhausted every effort to close them or until you can move them to "current customer" list. As soon as you move someone off the list replace them with a new prospect.

It is always important to make as many calls as humanly possible and keep in touch with your territory. This is how you know who belongs on your "top" list. Focusing your efforts will move more of these contacts into the "sold" column.

Keep smiling, keep selling!

Thanks Jim Busch