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The term “prospect” refers to potential clients or customers and prospecting means going looking for them and building a relationship until they give you business. Once you change your mindset into a sales and marketing mode you’ll appreciate the importance of how to manage a prospect and the pathway to converting them into clients or customers. Whilst some may “sign up” at the first meeting there are more out there that need to be coaxed gently through a sales process that culminates in a proposal and a request to become a client. It takes time, effort and commitment and it is well worth spending the time to learn how to do it properly. It is within the ability of every businessperson they just need to understand the process and perfect it.

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