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Your Online Guide » Sales Marketing » Prospecting for Sales

[C73]Can T Find A Better Man Pearl Jam
by Paul Donihue, Pau
The greatest cry and need of sales people and sales organizations that I know of is leads and prospects. Too often, the word is, "I have no one to go see or to call." Or, "I need more leads!" Have you ever heard a fellow sales person say that? Or worse yet, have YOU said it? Let me tell you right off the bat, there is hope for more prospects, & more clients.

How? You ask. Well, besides getting on the phone and going through some phone book, or going door to door, (whether it is house to house, or business to business), or asking all your friends, there is a another way. You might be able to talk to 100 people per day by phone or see 20 people door to door. But, now...there are much better ways!

Needless to say, we live in a highly technological world, and there are software packages for those sales professionals and companies that do conventional & direct sales and/or home based businesses. You CAN increase your sales potential by using technological resources now available to you.

Some packages are one-stop prospecting, marketing & lead generation systems that can actually have prospects calling you back for more information. Need more prospects? Through such systems, hundreds, if not thousands can be contacted quickly (less than 30 minutes for several thousand people) and tracked and many converted into sales and clients.

The following is the scenario why: you are talking to people who really want to talk to you. You can reach hundreds or even thousands of potential clients without personally calling each one. And...once you talk to them, (after they call you back), you can continue to keep in touch with them through the software's contact management system. As a business owner or a sales professional, you are able to use your time more wisely, talk to only interested prospects, and place them in a database for follow-up, where you will never lose them.

Communication/data base systems are rapidly gaining wide spread enthusiasm from direct sales organizations and traditional businesses, as well as multi level marketing and home-based businesses. These systems are being marketed to many professionals across the spectrum, from real estate agents, to mortgage brokers, stock brokers, insurance agents, credit card merchant services, car dealerships, and network marketers, among others. Communication systems will revolutionize how we think about contacting prospects and clients today and in the years to come. It will be more efficient and cost effective.

Need more prospects? You can do the traditional methods of obtaining prospects, (like cold calling), including getting referrals, (which every professional should target) or you can add to your marketing arsenal such advancements as the software systems that make your contacts want to call you.

Gone are the days when all research was done in the library and with encyclopedias. These days, students can almost avoid the library altogether throughout their education. The Internet is the main reason for this - online libraries, databases, and the World Wide Web have made nearly unlimited information available to its users. Of course, along with any type of good searching and researching practices, users must be cautious with the information they obtain.

It's absolutely true that there is a lot of information on the web, but it's equally true that not all of it is valid, usable, or based on fact. It is also valuable to switch up your search/research tactics from time-to-time, to find the strategy that produces the most desirable results for you.

The so-called "Big Three" search engines are: MSN, Google, and Yahoo. These three engines are popular for a reason. Nearly 72% of searchers use these three sites for results. At this point, all three of these engines are massive and moneyed.

They are able to employ powerful spider programs that can crawl the Internet, looking for and returning search results. Their funding makes them able to afford more computing power, better spiders, and whatever new technology evolves to comb the Internet in an automated fashion.

The downside to these popular engines is that results lists are becoming highly advertising-focused. The big marketing term that online marketers are consumed with is "search engine optimization" or SEO. With a focus on SEO, search results can lead to articles that are heavily laden with "keywords".

These keywords are often specifically implanted to draw better and higher placement on results pages. That doesn't necessarily translate into valuable or desired information for you, the searcher. In addition, the big three search engines incorporate sponsored-placed results in their lists. If searchers don't notice the "sponsored" classification, they may believe these results are part of the desired information, instead of merely advertisements.

An often-overlooked tool for searching the Internet is a Meta search engine. These Meta engines don't have the budget of the big engines, which is one reason they're frequently overlooked or simply ignored.

Another reason I believe they're overlooked is because they compile the results of multiple search engines. There's no benefit, in the eyes of the Big Three, to meta search engines, because their results are combined with their competitors'. Unless they can guarantee that their particular search results would be the highest ranked, they'd rather not deal with meta engines at all.

Meta search engines dampen the brand power of the bigger search engine companies. Plus, bigger search engines don't want you to find out that you prefer a different engine over theirs!

These underused meta search engines offer different perspectives and results than what you've come to expect from other search engines. Some of the best meta search engines currently available are: http://www.dogpile.com, http://www.widow.com, http://www.clusty.com, and http://www.surfwax.com.

Dogpile.com is perhaps the best-known of the meta engines. It complies the top 10 results from various sites, including the Big Three. As a comparison, widow.com uses a different mathematical equation to compile results, eliminating the sponsored results found on dogpile.com and minimizing repetition of content.

Clusty.com also compiles results, but separates out the sponsored results at the top of the page, making it far less confusing for users, as compared to digging through dogpile's mix of sponsored and unsponsored results. Finally, surfwax.com lists one-line results, giving you a large quantity of results at an eye's glance.

For a searcher who needs to find and sort through a great deal of information available online, meta search engines are the way to go. They ultimately save time for the researcher, who doesn't need to type in the same search terms over and over in each individual search engine. It also helps to cut down on repeat results if you use the right meta search engine (widow.com, for example, does a better job of not having repeats than dogpile.com, in my experience).

Niche search engines offer different results than the typical search engines, as well. For many Internet users, these niche engines are not even known to exist. However, hundreds of niche search engines do exist, on a wide-ranging set of topics or niches.

Some popular niche engines you may have heard about (and not realized were niche engines) include: http://www.technorati.com, http://www.healthline.com, and http://www.blog-search.com. Technorati.com focuses on the blogosphere of tech topics. Healthline.com is comprised of all things health and medical related. Blog-search.com focuses on, well, just what it sounds like - blogs!

Finally, human search directories offer yet another perspective for your searches. If you are not familiar with these, you really should give them a try sometime.

Directories like http://www.mahalo.com and http://www.dmoz.com are two examples of human search directories. In these, actual human beings research topics, providing pages with the most relevant results. They can be really interesting and spot-on, but they can also be highly subjective, according to who is assigned to a topic. As always, be cautious with the information you receive, as there is real potential for human error and human opinion to affect the search results.

Finally, when deciding which search engines to use for your searches and research, think of quantity versus quality. Some search engines will give you a high quantity of results, but they can contain a good portion of sponsored results, and a lowered portion of content results.

The purpose of researching a topic online is to learn new information, and if you are relying on the Big Three search engines, you might just find that there is nothing new to be seen under the Google, Yahoo or MSN.

A quality search engine should save time for the searcher, so keep your options open to less traditional search engines to get a more in-depth understanding of your topic!

Article Source : Pg. 3

About Author
Both Paul Donihue & Trey Pennewell are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Paul Donihue has sinced written about articles on various topics from Travel and Leisure, Prospects and self improvement and motivation. Paul Donihue is President of a business financial solutions company in Ohio. Find more about prospecting systems like Gold Calling software at
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