What Are The Four Prospect Zones?
| Category: Selling Techniques | Date: 2003-09-16 |
Have you had one of those prospects that couldn't make up their mind to buy? You "woo" them, give them information, even free advice and two months later they still can't decide whether to buy it.
They keep telling you how great you are, how wonderful your company is, and that they really do need your service or product.
but...
They have one excuse after another for not purchasing today. But when they do, it is going to be a really big order.
So you repeat the "woo" process again. You keep them at the top of your prospect list. Two months now turn to six months, may be longer. Now you realize this person is never going to buy and you've just wasted six months of your time.
Wouldn't you like to have known this in the beginning?
Every business or salesperson experiences this scenario more times then they care to count.
How can you tell if you have a genuine prospect? Obviously, when they "whip out" the credit card and say "sold."
It's not always that easy and most don't purchase the first time. It can take a few phone calls or several visits to your site before they finally make that purchase.
You need to weed out the time-waster from the potential buyer. All prospects fall into four zones.
The Four Prospect Zones are:
Dead Zone
Comfort Zone
Panic Zone
Growth Zone
Dead Zone Prospect
10 percent of your prospects will fall into this zone. These are the obvious time-wasters. They suffer from "Poor, Poor Me Syndrome." Everything always happens to them. They do not see their problem because they are too busy blaming others for them.
They just let things happen to them. They have no desire to change. They don't think there is any reason to change because all their problems are external.
If the economy...
If taxes weren't...
If so and so... etc.
Don't even bother with this prospect. Nothing is ever going to happen.
Comfort Zone Prospect
Check this figure out - they are 30-40 percent of your prospects.
They make excuses too, but not in the same way as the dead zone prospect. They know they have a problem or a potential problem.
They keep doing the same thing expecting different results. If something worked before, why change it. They operate in a reactive mode and can't handle another thing.
Comfort zone prospects are often the business owner. They just don't get it. They need to deal with the problem now. You'll hear excuses like:
Call Me after the First of the Year
Not Time Yet (timing not right)
But...
We Can Live with It for Now
Can You Send Us More Literature
Can You Send Us More Samples
This is the prospect that was described in the beginning of this article. They're not going to purchase now and next month they'll have another excuse.
Tell this prospect not to call you again until they are ready to do something. Quit giving them free information and advice. Eventually they will do something when all H--- breaks loose. This takes us to the next zone.
Panic Zone Prospect
Twenty-five percent of your prospects are in this zone. They sound like they need your product or service now. You may think you have a genuine prospect. After all, the really do need your product now. Look at the mess they are in.
But...
They are confused, disoriented, and being driven by fear. They've waited too long to fix the problem. They can't make a decision or they don't have the money to fix it.
The problem isn't going to be with the prospect, it going to be with you. That's right, YOU!
Why you? Because you have the need to rescue them. Feel sorry for them. Remember, your prospect is at a point where they can't make a decision or don't have money to fix the problem. Don't spend a lot of time with this person.
Growth Zone Prospect
They also make up 25 percent of your prospects. These are the prospects you want. These are the prospects that will buy.
This prospect is committed to growth. They are constantly seeking new changes and challenges. They have concrete long-term and short-term goals. They're willing to take a risk and they know there are no quick fixes. They are always pro active.
They want to know how you're going to help solve their problem and what they can do to help you.
These prospects won't waste your time and do not want you to waste their time either. They are decision makers.
Here is a brief recap of The Prospect Zones.
Dead Zone - will never see the problem - run away from them.
Comfort Zone - will find excuses - don't waste your time with them.
Panic Zone - ugly place to be, can't make a decision and/or no money - spend very little time with them.
Growth Zone - always do business.
Knowing where to spend your time with what prospect is going to make your business more profitable and less stressful.
About the Author
Ann Rusnak is the 15 Minute Time Coach who helps entrepreneurs use The "15 Minute a Day" Technique that puts them in control of their time to grow their business faster and more profitable in less time with less stress! Subscribe to "Just 15 Minutes" and receive time saving information to grow YOUR business in less time. Send blank email to ebiz@just15minutes.com
support@just15minutes.com
http://www.just15minutes.com
They keep telling you how great you are, how wonderful your company is, and that they really do need your service or product.
but...
They have one excuse after another for not purchasing today. But when they do, it is going to be a really big order.
So you repeat the "woo" process again. You keep them at the top of your prospect list. Two months now turn to six months, may be longer. Now you realize this person is never going to buy and you've just wasted six months of your time.
Wouldn't you like to have known this in the beginning?
Every business or salesperson experiences this scenario more times then they care to count.
How can you tell if you have a genuine prospect? Obviously, when they "whip out" the credit card and say "sold."
It's not always that easy and most don't purchase the first time. It can take a few phone calls or several visits to your site before they finally make that purchase.
You need to weed out the time-waster from the potential buyer. All prospects fall into four zones.
The Four Prospect Zones are:
Dead Zone
Comfort Zone
Panic Zone
Growth Zone
Dead Zone Prospect
10 percent of your prospects will fall into this zone. These are the obvious time-wasters. They suffer from "Poor, Poor Me Syndrome." Everything always happens to them. They do not see their problem because they are too busy blaming others for them.
They just let things happen to them. They have no desire to change. They don't think there is any reason to change because all their problems are external.
If the economy...
If taxes weren't...
If so and so... etc.
Don't even bother with this prospect. Nothing is ever going to happen.
Comfort Zone Prospect
Check this figure out - they are 30-40 percent of your prospects.
They make excuses too, but not in the same way as the dead zone prospect. They know they have a problem or a potential problem.
They keep doing the same thing expecting different results. If something worked before, why change it. They operate in a reactive mode and can't handle another thing.
Comfort zone prospects are often the business owner. They just don't get it. They need to deal with the problem now. You'll hear excuses like:
Call Me after the First of the Year
Not Time Yet (timing not right)
But...
We Can Live with It for Now
Can You Send Us More Literature
Can You Send Us More Samples
This is the prospect that was described in the beginning of this article. They're not going to purchase now and next month they'll have another excuse.
Tell this prospect not to call you again until they are ready to do something. Quit giving them free information and advice. Eventually they will do something when all H--- breaks loose. This takes us to the next zone.
Panic Zone Prospect
Twenty-five percent of your prospects are in this zone. They sound like they need your product or service now. You may think you have a genuine prospect. After all, the really do need your product now. Look at the mess they are in.
But...
They are confused, disoriented, and being driven by fear. They've waited too long to fix the problem. They can't make a decision or they don't have the money to fix it.
The problem isn't going to be with the prospect, it going to be with you. That's right, YOU!
Why you? Because you have the need to rescue them. Feel sorry for them. Remember, your prospect is at a point where they can't make a decision or don't have money to fix the problem. Don't spend a lot of time with this person.
Growth Zone Prospect
They also make up 25 percent of your prospects. These are the prospects you want. These are the prospects that will buy.
This prospect is committed to growth. They are constantly seeking new changes and challenges. They have concrete long-term and short-term goals. They're willing to take a risk and they know there are no quick fixes. They are always pro active.
They want to know how you're going to help solve their problem and what they can do to help you.
These prospects won't waste your time and do not want you to waste their time either. They are decision makers.
Here is a brief recap of The Prospect Zones.
Dead Zone - will never see the problem - run away from them.
Comfort Zone - will find excuses - don't waste your time with them.
Panic Zone - ugly place to be, can't make a decision and/or no money - spend very little time with them.
Growth Zone - always do business.
Knowing where to spend your time with what prospect is going to make your business more profitable and less stressful.
About the Author
Ann Rusnak is the 15 Minute Time Coach who helps entrepreneurs use The "15 Minute a Day" Technique that puts them in control of their time to grow their business faster and more profitable in less time with less stress! Subscribe to "Just 15 Minutes" and receive time saving information to grow YOUR business in less time. Send blank email to ebiz@just15minutes.com
support@just15minutes.com
http://www.just15minutes.com
Copyright © 2005-2006 Powered by Custom PHP Programming