are they REALLY a good prospect?

suspect = someone who on the surface buys what you sell & might need what you do
prospect = someone who buys what you sell… needs what you do… BUT hasn’t realized they need you (yet)
customer = people who have trusted you enough to give you their money

Lately I’ve been seeing more and more people treating suspects, prospects, and customers exactly the same way.

That is frightening!

Why?
1. not all accounts that you’re targeting have the same value.
> I’m not saying you treat anyone BADLY. I’m saying the resources you bring to solve problems / create solutions must be warranted by how much business there is to earn.

2. all qualification is not created equal.
> what you know about an account is DIFFERENT than what you “assume” or “suspect” is true; always make sure you’re asking multiple people the same question to uncover the organization’s truth not an individual person’s.

3. time is a finite resource
> make sure you’re spending your time wisely; the bulk of your time needs to be focused on the accounts who can make you the most money (even if it is only “potential” today.

To ensure an account is a REALLY a good prospect: ask yourself the value they bring and if you are a good fit to work together.