How To Find Qualified Prospects That Are Right For Your Business

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Hi, Bernie De Souza here with some good news for you today. 

Never forget how valuable you are.

A successful motivational speaker started his seminar by holding up a £20 bill. 

He asked the audience, "Who would like this £20 bill?" 

Hands went up immediately.

He said, "I’m going to give this £20 to one of you but first, watch this." 
He proceeded to crumple up the bill.

He then asked, "Who still wants it?" A few hands went down but many were still up in the air.

"What if I do this?", he asked. 
He dropped it and started to grind it into the floor with his shoe. 

As he did this, more hands went down.
He picked up the bill, now all crumpled and dirty. "Now who still wants it?" he said to those whose hands still
held up.

"My friends, you’ve learned a valuable lesson. No matter what I did to the money, you still wanted it because 
it didn’t decrease in value. It’s still worth £20. Many times in our lives, we are dropped, crumpled, and ground 
into the dirt by decisions we make and circumstances that come our way.We feel as though we’ve lost our 
worth. But no matter what happens, you’ll never lose your value. You are special. Don't ever forget it!”


A bit of Humour for you:

A young boy enters a barber shop and the barber whispers to his customer, "This is the dumbest kid in the 
world. Watch while I prove it to you."

The barber puts a dollar bill in one hand and two quarters in the other, then calls the boy over and asks, 
"Which do you want, son?" The boy takes the quarters and leaves.

"What did I tell you?" said the barber. "That kid never learns!"

Later, when the customer leaves, he sees the same young boy coming out of the ice cream parlor.
"Hey, son! May I ask you a question? Why did you take the quarters instead of the dollar bill?"

The boy licked his cone and replied: 
"Because the day I take the dollar the game is over!"

Smart kid. 


Often, I have people ask me,  “Bernie, how can I find great prospects who are qualified for my products and 
services?”

I always start by telling them this story.  My Uncle has beautiful orange trees in his backyard. I learned early on 
that I have to pick the best oranges to make the best orange juice.

Some oranges aren’t ripe yet and if I use them to make juice, the juice is sour. I pick the biggest, juiciest, most 
colorful oranges to make the best juice. 

Prospects are like that too.  Just like the green oranges for juice, they are not “qualified”. 

Our job is to sift through all our prospects and decide where they fit. They generally fall into one of three 
categories. 

1.  They are not a prospect right now because they don’t have a genuine need or desire for our product 
or service.

2. They could be a great prospect for us, but they need more time or information in order to make a 
decision.

3. They are a perfect prospect for our business. We just need to show them how our products or services 
can make their life better and then deliver on our promises.

So, how do find more of the prospects who are the right fit for our business offerings?

Sources of Prospects are virtually endless. Here are four quick tips.

1. Social Media offers an easy way to connect with potential clients in your target market. Post 
interesting and relevant content that people who are for your products or services want to know more 
about. Be interactive on other people’s and business pages that have products and services similar to 
yours and your prospective clients. 

2. Trade Shows and Networking Events give the opportunity to network with potential clients and 
business allies. Engage with people at the event. Learn about them and tell them about yourself, your 
products and business, and exchange contact details. 

3. A satisfied customer is a great source of referrals and potential new business.  Use customer 
testimonials and ask them for referrals. That’s why it’s always smart to be sure your clients have good 
things to say about you.

4. Polish Your Presentation. My friend Tom says that prospects are neither good nor bad. They are 
neutral...until they meet us! Practice your presentation so that it answers your prospects questions and 
focuses on the benefits your prospect will receive from doing business with you. 

Remember. Leads >> Prospects >> Sales

Until next time,

Cheers!

Bernie

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