Defining Your Prospecting System

Step 1: ____________________

This is usually your first opportunity to introduce what you do and schedule time to learn more about your prospective client. This will likely be a brief meeting where you present a basic introduction to your services and request an opportunity to learn about your prospect’s needs.

Step 1a: ___________________

Many people choose to add an intermediary step here. This is not quite “fact finding,” but more of a get to know you session, arriving at some acknowledgement of PAIN. More simply, the prospect indicates that there is indeed a problem and they are interested in allowing you to explore further via a more detailed discovery meeting.


Step 2: ____________________

The “All About Your Prospect” meeting. This meeting is often referred to as “Discovery” or “Fact Finding.” The purpose of this meeting is to determine whether you, your company and your services are right for the prospective client. You determine whether the prospective client is right for you and your business. If right for each other, the only remaining question is what if any services you might provide.

Step 3: ____________________

Once you have gathered sufficient data to determine the right product or service to present, your next step is often to prepare and present the solution you believe will achieve your prospect’s desired goals. This meeting is about getting a decision.

Step 4: ____________________

The prospect has acknowledged the problem. You have presented a solution and they agree that it is the right solution. You are engaged. Now you must deliver. This step is often called implementation. It is the step that is necessary if you are going to get paid.