Task 9 ― Prospecting for new clients

Finding sales prospects or people who are likely to become customers is necessary to ensure the stability and growth of a business.

Task 9: Question 1

What communication methods can be used to prospect for new clients?

Task 9: Question 2

Refer to the Toolbox and the Client Prospecting Guidelines and answer the following questions:

(a) What are the four (4) steps you must include in your introduction when making a prospective call?

(b) Following your introduction, what important question must you ask before continuing with your call?

(c) What should you do if the prospect advises you that they do not wish to continue the call and they do not wish to be contacted again?

Task 9: Question 3

You have made two (2) prospecting calls. As per the client prospecting guidelines located in the Toolbox, complete the client prospect register below for the following scenarios:

(a) Call 1: You made a call to Rosie Abdul. Following your introduction, Rosie agreed to continue the call. Rosie has been considering refinancing her home loan and seeking an increase to her loan so as she can renovate her kitchen. Rosie also said that the task of doing the research for different lenders seems too daunting. She is not quite ready to begin the process, but she is interested in how your brokerage could assist her. Rosie asked if you could call back in three months.

(b) Call 2: You just called Bruce O’Connor and introduced yourself and provided the purpose of the call. You asked Bruce permission to proceed with the call. Bruce advised that he was not interested and did not want to receive calls from your firm in the future.

Task 9: Question 4

Refer to your contact with Rosie Abdul in Question 4. Three months has now passed, and you need to call Rosie back.

Explain how you will prepare for your next call with Rosie. Include the following:

(a) The information you will require from Rosie.

(b) The information you should provide to Rosie about how your brokerage firm can assist her and a brief outline of the application process.

Task 9: Question 5

Refer to the Toolbox for the link to the following article: 

6 Steps of a Successful Sales Process: Understanding both perspectives.

Explain the key features of the buying and selling process.