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.
If you sell business to business the telephone is a very powerful tool to use with your prospects. It is relatively easy to find the people to contact as prospects and the telephone book is a good place to start.
Here are some reasons to use the telephone as part of your prospecting model:
- It is time efficient
- Anyone can do it
- You can generate lots of meetings from the telephone
If these are the facts, why is it that we see so many salespeople struggle? It is the case that most salespeople just cannot deal with the organisation and mindset required to make lots of prospecting calls. It is also common for a certain degree of ‘call reluctance’ to be evident. Top salespeople break through these things, whilst others avoid the challenge.
If you are going to use the telephone to call ‘private people’ and individuals, check out the rules and laws that apply to the ‘do not call register’. You will need to keep within the rules.
If you are new to an industry or new to your job, and sales results are something that you must achieve, then start to master the telephone and bring it into your business model.
Here are some tips to get your business momentum underway:
- Set some goals that relate to results in your career. The goals should be medium to long term and apply to the business year ahead.
- Determine the things that you need to do to reach those goals. You should have a list of 3 to 5 things that if done, will help you move ahead in client numbers and sales orders.
- Find the resources that you need to move ahead with your actions.
- Develop a call prospecting plan that involves the telephone.
- Create a call script and process. Practice what you say and how you make those calls.
- Establish a day plan that allows you to get the key things done that will improve your business and client list.
- Start the action process and do it every day.
- Start building a database as part of your call and customer contact system.
It is very important to create new habits when it comes to building your business. If you do not create new habits, the same results that you got last year will be evident this year. It is hard to set new habits in place, and it will take a high degree of personal focus. After about 3 or 4 weeks you will see progress.
As you start to do these things, track your actions and results. You will soon see some successes, and over time those successes will build. In business today everything is up to you and the systems that you develop.
Personal performance comes from within, and you are the best person to make that happen.