Cold Call Prospecting Strategies in Business Today

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:

  1. Your prospecting time should be split 50/50 between new contacts and existing contacts.
  2. Every day you must do your calls and make the contacts for about 2 or 3 hours.
  3. At the end of the day, try one more prospecting call.  It sets the scene for the next day.
  4. 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.
  5. Create meetings from your calls.  Meetings allow you to build trust and relevance with the prospect.
  6. Maintain your database yourself so you can shape its use and application to any leads or information that may be a lead.
  7. 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.
  8. 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.

How to Create More Referral Business in Sales Teams Today

In business today, you should be making sales presentations quite regularly.  Getting to know more people in the right way will help with this process.

Do you like prospecting?  If you work in ‘sales’, you must like prospecting; it is the only thing that will make all the difference to your business career and productivity.

The pipeline for most salespeople involves a process or a series of stages.  All of the following bits follow each other in succession.

  • Researching people to call
  • Making cold calls
  • Qualifying the person
  • Creating meetings
  • Connecting with relevance
  • Presenting and pitching
  • Closing
  • Referral business
  • Maintaining a database of contact

Many clients and prospects will not move to the end of the process quickly.  Some will not get to the end of the chain or pipeline at all.  Only a few people in every 50 that start the process with you will get to the other end.  That is why prospecting is a continual process.

It is worth noting that many salespeople struggle with the system that all of this requires.  They find it hard to keep the process moving ahead.  That in itself is a major opportunity for those top salespeople that can keep on track and systemised.

The best sales presentation that you will likely do with prospects is usually the one where the prospect has rung you and asked to see you.  The prospect has already heard of your offering and relevance.  They make the call and ask you to see them.  This prospect has already been ‘warmed’ to you or your business for some reason.

So how do you get to this stage of your business where people ring you?  It is usually through introduction and referral connections.  Your existing customers have passed your information on to friends with appropriate recommendations.

Providing you do an excellent job in providing your product or services to clients, this situation will start to evolve and boost your business.  For this single reason, all of your client relationships should be nurtured with the end result referral business in mind.  Soon your business will grow in ways you least expect.