OK, so is 30 seconds really all it takes?

Well, actually yes, however, one must first know some basics.

Let's say for example, you are marketing a telecom service. You might think, well golly, everyone uses a phone, so therefore, everyone is a prospect. "What's so hard about that?" I beg to differ, if everyone already uses a phone then why do they need you? Why would the average consumer want to talk to you?

Those are both great questions, and the answer is most people wouldn't want to talk to you. In fact, most people really don't want to be bothered fixing something that isn't broken. They have a phone, your talking to them (i.e. on the phone) so everything is groovy, right?

Right, exactly, they don't necessarily need you.

Then who does need you and/or your service or product? Now, that's a great question. I love that question, but you already have the answer.

The prospect that needs your product or service must first have a need, want or desire for what you have. But who is that? As I said, you already have the answer.

Your product or service has benefits. What are they? Does the product or service alleviate joint pain, does it offer the ability to travel for less or perhaps free? I know what you're thinking, everyone has joint pain at some point and obviously everyone would want to travel for less or free, BUT has everyone tried to purchase something to allieviate joint pain? Does your prospect travel often?

Before you begin prospecting, do your homework. Determine what are the benefits of your product and services and who has either purchased them before or uses them quite frequently now. Then ask yourself...who are you going to call?

Find out in 30 seconds, is this my prospect?

Let me first define what my prospect is. A prospect is someone that either wants, needs or has a desire for what it is that I have. That's it!

Next, let's find out whether they meet that definition by asking them one question?

Stay tuned for how to draft "the question".