Prospecting And Using linkedin

Prospecting is the act of finding new customers for your organization. Prospecting is an important part of the sales cycle and should be closely tied with a goal of increasing the customer base and growing revenue streams.

Prospecting for gold began in the 1840s in Northern California

The 49ers did not dig in their backyard or randomly go west - they had purpose

Research, consult, build a reliable network and use metrics. If you have a clear understanding of the product of service, you can identify and target the right customer.

Metrics for NIU Prospects

1. Consecutive years of giving to NIU

2. Prior giving to any organizations

3. Age

4. Fluid money

5. Affinity to NIU (season ticket holder, travel, alumni events)

Prospecting Group Project


1. Get in class work groups

2. Use the tools we talked about today and find 3 NIU Foundation prospects, dig deep because repeats will be removed from the discussion! **Prospects judged by level in organization (making assumptions on wealth), number of alumni in organization, age and connection with NIU

3. Winning group gets a prize



Created with images by kjboyden - "view telescope sky" • BLMOregon - "Explore Oregon Recreation: Sharps Creek Recreation Site" • BLMOregon - "Explore Oregon Recreation: Sharps Creek Recreation Site" • James St. John - "Gold wire (Breckenridge, Colorado, USA) 1" • PollyDot - "king penguin penguins group of penguins"

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