When it comes to working as a professional salesperson you must have some form of prospecting model you can use every day. Failure to prospect will be the ‘fast track’ to mediocrity in your industry.
So what does a good prospecting model look like? Try some of these things:
- Your prospecting time should be split 50/50 between new contacts and existing contacts.
- Every day you must do your calls and make the contacts for about 2 or 3 hours.
- At the end of the day, try one more prospecting call. It sets the scene for the next day.
- Forget about pitching your services across the telephone. Create conversations where people will talk to you about their needs and interests in your product or service.
- Create meetings from your calls. Meetings allow you to build trust and relevance with the prospect.
- Maintain your database yourself so you can shape its use and application to any leads or information that may be a lead.
- It takes about 3 calls to the same person to get a meeting organised. For this reason you must be diligent in making your calls to new people. When you start building your prospecting model, keep refining it and shaping it for your market conditions.
- Practice your canvassing call dialogue so you can improve your call to meeting ratios.
Top salespeople know how to prospect. They own their system and focus. They keep it going no matter what pressure they are operating under.