You have three main prospecting strategies when it comes to connecting with more clients and prospects. When you use all three in a balanced prospecting program, things can come together quite well. Prospecting is a personal process in all respects.
So here they are:
- Using the telephone to do cold calls (new people that you have not connected with before) and warm calls (people that you have spoken with before or have sent a letter to).
- Direct mail to introduce your product and or services. If you do this you should as a general rule follow up all letters sent.
- Face to face meetings and ‘drop in’ door knocking systems.
The telephone is the easiest and cheapest way to prospect; that being said the calling process and system will require daily action for you to get any traction. From regular calls you can create meetings and in some circumstances find immediate direct business to work on. The dialogue process requires practice and effort. Many salespeople struggle with that discipline.
If you are new to sales or are entering a new territory it is wise to consider just how you can implement these prospecting processes for yourself.
Here are some specific tips when it comes to making lots of cold calls:
- Prepare your calls and new targets each night for the next day. Don’t waste precious time when it comes to your prospecting time on the telephone. Get your research done before the business day starts.
- Stand up when you make your calls. That single strategy will improve your conversational ability and meeting conversions.
- Prepare a simple entry script of 2 or 3 sentences. After that point the call should revert to a conversation.
- The calls that you make should be about the person you are calling and not about you.
- Get away from fixed ridged call scripts that are unnatural.
- Practice your calls each morning when you first rise. Soon the calls will come to you easily and your conversions to meetings will improve.
- Use the telephone to create meetings; don’t pitch your services across the telephone. Get to meet the people and use your personality as part of that process.
- Build relationships with the people you meet so that you will be the ‘go to person’ when they have a need for your services and or product.
Prospecting is not hard. It is just a discipline that requires practice. Make more calls and improve your skills in doing so. Over time you will build a better market share and client database.