of course not every member of a target market will be a qualified prospect. it follows that for each target market selected you must choose and apply prospecting methods to access qualified prospects. these prospecting methods should reflect the prospecting source, the most probable financial needs and goals, and the target market's preferences.
In addition, you must identify and implement appropriate ways to position your personal brand and products and create awareness of them. Finally you should find effective methods for approaching prospects and setting appointments. One marketing paradigm, life-cycle marketing, is an effective way for identifying probable needs. it will be one of the core topics discussed in this textbook