Nairobi, July 23 -- Prospecting and approaching the online buyer is different from how it is offline. The offline, traditional, approach offers numerous opportunities for prospecting. Prospecting is the continual search for potential buyers (prospects) for your product or service and the cornerstone of successful selling.
Depending on what he is selling, the seller can call up names of persons appearing in, say, the movers and shakers column of a newspaper that features upwardly mobile individuals; he can also join professional or social clubs such as the Rotary, Toastmasters, private member clubs, associations, community or church groups and prospect therein.
One can also look up names in a professional members directory or, he can spend...