May 28

How to Build A Prospect List


3 Strategies to Build A Better List

Get prospecting right, and the rest of the sales process will take care of itself. It’s true – there’s nothing else that can positively impact sales more than prospecting. If you master the art of identifying and finding the right prospect, the rest of your sales process will just fall into place.

Can it really be that easy? Well yes and no. Prospecting is crucial to the success of your overall sales process. While you still have to be good at the other pieces of the sales process (rapport building, discovery, listening and so on…) the better you are at prospecting, the easier the rest of the sales process will be.

“50% of sales time is wasted on unproductive prospecting.”

Why? Because prospecting is about finding opportunities to make a sale, and the more you focus on the types of prospects most likely to buy your products or services, the more likely you will open the door to a great sales conversation.

Build a Highly Targeted Prospect List

However, for many salespeople, prospecting can seem like a waste of time. The endless stream of researching, looking for, and trying to put together a list of people to call on – the dreaded prospect list. If you are just randomly adding people to your prospecting list without any thought or research as to why, then you’re right – prospecting will be a waste of time.

However, if you think about it from the return on investment point of view, you will see why prospecting is so essential. Sales calls are the most expensive investment you will ever make. They take time, energy, and resources without any guarantee of return.

So, wouldn’t it be logical to invest the time on choosing the ideal people to call on? The better you understand who will buy from you, the better you will be able to identify the right prospect. The better prospect you choose, the more likely you will close the deal.

Yes, it is that simple!

3 Strategies to Build A Better List

1. Know Your Avatar – first; you need to know your avatar. Your ideal customer that is. Here’s a news flash – not everyone wants to do business with you. Here’s another news flash – you don’t want to do business with everyone. You know what we mean – we all have those customers, those clients that drive us crazy. A trip to the dentist sounds like a better idea than spending one more minute calling on them.

The better you understand and know who your ideal customer is, the better you can choose your prospects. Here’s a strategy. Write down your top 10 clients – those clients you love, and they love you, they buy your products and services, they pay your price. When you write these clients down, you will start to see similarities.

They may be in the same industry, they may hold the same position, they may be in the same age range, have similarities in their career, be family-oriented, or all share a similar vision for their companies. Whatever they are, the more “themes” you can recognize, the more you can use this information to choose better prospects.

2. Find Out Where They Live, Network, Play – once you know who your prospects are, what they love, what similarities they share, the better you can identify where they hang out, what they do, and where they live so to speak. This will give you a chance to go to these places, connect and meet your prospects.

3. Give It Time – remember prospecting is about meeting “potential” clients. Those people that you have identified that would make a good customer. Remember, winning a customer for the long-term takes time. So, don’t be too anxious to move from the “getting to know you phase” to the talking business phase. Let the relationship build, and trust that if you do that right, the business will come.

Prospecting is the foundation of any good sale. Focus your time and energy on getting the prospecting right, and your chance of opening more doors and closing more sales will dramatically improve.

Would love to know your thoughts, hear your ideas for better prospecting! Send me an email:


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