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One of the questions that comes up most often in my business is this; “Where do you find high quality fresh, responsive prospects?” And then I hear the next series of questions; Do you buy them? Do you rent them? Who do you buy or rent them from? How do find out who has them in the first place?
Although the answers to these questions are not complicated, they can be a little overwhelming to the uninitiated. So, let’s take it step-by-step and you’ll see, there really is nothing to it!
There are dozens of ways to find prospects, and there are companies all over the place that would be more than willing to sell you as many prospects as you could ever want and/or need!
Prospecting is a "buyer beware" type of business so let me share with you some of the things you need to know about buying prospecting leads so that your money is well invested and that you get the results you are seeking.
Let's start by getting clear on what a "good" prospect really is. To begin with, I like to ask myself the question, "Who is already doing business with my prospects?" To answer that question means that I have to be crystal-clear on who my ideal prospects are.
When I bring this up in my seminars, I'll always ask, "Who is your ideal prospect?" And very often I get people telling me that "EVERYBODY" is their ideal prospect! Now, I can’t speak for you, but what I do know is that there is not a single product or service in existence that EVERYBODY buys, has bought, or will buy! You may think that everybody “needs” your product or service, and while that might be partly true, remember, people only buy what they “want” not what they “need.”
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