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Customer Prospecting


13 Mar Customer Prospecting

Prospecting and qualifying (find and qualify) are two recurring parts of the same step that help salespeople find new opportunities (locating new customers). Customers start out as “leads,” which is anything that identifies a potential buyer Salespeople acquire leads from many internal & external sources.

  1. External Sources
    • Direct Inquiries (Word of mouth from satisfied doctors).
    • Referrals/ You can ask doctor to refer his peers.
    • Trade Directories Like: doctor’s guide.
    • Press( Newspapers/new open clinics or hospitals).
    • Cold canvassing (Brush medical rep/survey).
    • Personal observation while you are walking in the street.
    • Non competing medical reps.
  2. Internal Sources.
    • Company records (doctors list).
    • Medical syndicates list.


Prospecting should be a continuous process that means you have to look for new prospects to compensate those you have lost to the competitors or to identify areas where you can develop your territory.Keep in mind that the market change continuously and the demand of doctors change frequently. Also doctor potentiality shift in positive and negative way. New researches are appeared, new diseases are discovered and new medicine is invented.

Leads become “prospects” by “qualifying” them. Qualifying a lead simply means finding additional information to determine if they warrant further efforts to contact or need more sales calls or not,in other way visit or no visit.The qualifying character depends on need; does the doctor need your product? Do he see patients suffering from the disease your product treat it? Does he prescribe competitors’ products?The second point of qualifying is the ability; does he have the ability to prescribe your product? Does he have any commitments with other competitors? Does he is price or brand oriented?Many leads do not qualify as prospects. So be careful in this step because if you choose wrong customer you will lose all next steps in the sales cycle and waste your time.