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5 Ways To Purge Prospects From Your List

Profile photo of Adam D. Mason Submitted by Adam D. Mason September 20, 2016

One great thing about modern advertising is that you can reach a lot of people in a short period of time.

With most advertising methods you can really drill down your advertising so that your message is going out to your ideal customer.

You can target customers by their work, their location, their interests, the interactions they have with your website, and so much more. The list can go on forever.

And with the right offer you can really explode your list of prospective customers.

This is great, especially if you know your metrics and you are sending your message to the right audience.

Seeing tons of new subscribers on your list can be a rush, but consider this.

Sales is not convincing someone to do something you think they should do, or even something that is good for them and will help them. It’s not selling what you have to someone else. It’s disqualifying the people who are in your prospect pool.

Here are 5 questions you need to answer when talking to or going over your prospective clients.

.

1. Do they have the money?

No amount of desire, no amount of need is going to help your prospect if they don’t even know how they are going to pay rent this month.

2. Do they have the urgency of need?

There is a big difference between want and urgency of need. A person who severs their finger off at work urgently needs to seek medical attention to save their finger.

3. Do they have the ability to say, “Yes”?

“I’m going to have to run this by my boss.”

Or,

“I can’t make this decision without my wife.”

These are both going to waste your time. You need to talk to the decision makers. If the prospect cannot make the decision (such as in a business setting) find out who can make the decision and talk to them. If it’s the case of passing the decision to a business partner or a spouse, there is a lack of need.

4. Do they buy into your “Unique Selling Proposition”?

You want these prospects to be fans of you or what you have to offer. No amount of copy or smooth talking is going to convince a person to like you or your product if they don’t believe it or even care about it.

5. Does it fit into their overall plan?

We don’t tend to change direction easily. If your product is not something that fits the prospects current direction, you are asking them to take on a huge task to make it fit. That just doesn’t happen, unless a business is looking to revolutionize the way they do something and come to you with their own microchip design, you will have to put in a lot of work to make this happen.

Now, I understand the resistance to whittling down your list of prospective customers. But think of it this way.

The people on your list who pass all 5 of these questions are going to be your best customers.

Would you rather have a list of 6,000 prospects, or a list of 1,000 raving fans who love you and everything you are doing?

It’s a no brainer for me.


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Profile photo of Adam D. Mason
Hello I am Adam D. Mason. I love the world of marketing and I like to share tips on my blog. I also enjoy a good writing experience. Pens, pencils, paper, and marketing. All these things bring a smile to my face.
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11 Responses to “5 Ways To Purge Prospects From Your List” Leave a reply ›

  • Profile photo of Gavin McDonald Profile

    Hi Adam,

    You can stick me down for the 1000 raving fans selection :-)

    You could have a list of prospects in the multiple thousands, but if they never buy your products then really what use are they in this line of work?

    Getting people to part with their money is an incredibly difficult task to undertake, especially nowadays.

    Thank you for the post. Have a lovely day.

  • Profile photo of Celine Profile

    Hi Adam,

    Of course its no brainer, I will rather have a list of 1000 raving fans than a list of 6000 prospects!

    Customers are those who reward us but prospects are those who can be turned into customers!

    Understanding the pure difference and reality of purging prospects from the list is a good thing to do.

    A business will not thrive if it has to deal with prospects all the time!

  • Profile photo of Black Profile

    Hey Adam,

    The 5 questions you have pointed out and explained are revealing – especially for those who don’t have idea of what it takes to do convince the right prospects.

    One point that the seller must not ignore is question number 4 which talks about unique selling proposition.

    It is important to clearly present the USP so that prospects who see the clear benefits will easily turn into customer!

  • Profile photo of Carl Profile

    This post reminds me of the popular MAN acronym used in salesmanship – M stands for money to pay, A stands for authority to buy and N stands for need for the product.

    If a prospect is MAN then he is the customer to market to!
    I agree with all of your takes on this post!

  • Profile photo of Amit Sharan Profile

    Hi Adam,

    It is good to know who the true prospects are so that the resources are not wasted promoting to an audience.

    I love your explanations on what to look out for when purging prospects from the list.

    The questions you have shared are timely and it is important to ensure that the real prospect is the decision maker!

  • Profile photo of steven Profile

    Hi Adam,

    Hmm! this is thought provoking: “Sales is not convincing someone to do something you think they should do, or even something that is good for them and will help them. It’s not selling what you have to someone else. It’s disqualifying the people who are in your prospect pool.” I couldn’t agree with you more.
    Utilizing the skill of purging prospects from a prospect’s list would be very useful! Every marketer must really learn that ‘skill’!

  • Profile photo of Paul Profile

    Hey Adam,

    What I have learned from this post is that there selling to the person that that the authority to buy and pay is very fundamental. Using the questions above as a guide, one can easily sieve the ideal customer from the pool of prospects!

  • Profile photo of Winford Moore Profile

    Hi Adam,

    I am glad to have stumbled upon this post. It has provided me with new insights on how to sieve through a list of prospects to determine the real customer.

    Thanks for sharing the details. I will now take action by applying the ideas!

  • Profile photo of James Ling Profile

    Selling to the right person is important so that a business doesn’t waste time and resources prospecting!

    To know who can pay or say yes to the purchase of a product is fundamental for online or offline prospecting!

    At least, reading this post will give a marketer a good idea of how to select the right prospect.

  • Profile photo of Sarah John Profile

    Hi Adam,

    At least, the ideas shared in this post will give one insight on how to select the right prospects from a list.

    Having the skill to choose the right prospect is vital because it will help channeling marketing resources to the right place!

  • Profile photo of Sunday William Profile

    Hi Adam,

    It is always important to be proactive when prospecting. This is begins with researching and understanding who should be the ideal customer.

    If one is confused about a prospects list, then applying the 5 questions you have explained will suffice. I completely agree with them.

    I agree with Carl that the prospect to be chosen must have the money to pay, the authority to make buying decision, and the need for the product offered!

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