Do you have any advice on how to be successful at prospecting?
Cold calling and self-sourcing are such an integral part of being in sales. I would like to hear from sales experts on how they do it successfully.
Prospecting is our area of expertise. I don't want to seem like I am trying to pitch you here but I have a number of videos and ebooks that are free on my website and that is www.salesscripter.com and go to the library.
What you have asked does not have a short answer but we definitely have tips that can help you get going in the right direction. And you can get those for free so again, not trying to sell you anything here with this response.
Feel free to contact me directly if you have any questions.
Hi Adam, first analyse your competition. Find out who buys from them and why. Then formulate a pitch that makes you better. Don't focus on price, because even if your price is better, if your new pitch defines greater value, then your price can rise. Look for added value opportunities and new markets. Can your product cross to new previously un charted industries ? I'm thinking on my feet here but for instance, could someone making bathroom cabinets make audio speaker housings for another client etc.. Above all, don't succumb to analysis by paralysis... Focus and be driven. For a field sales guy, working from home, it's often difficult due to lack of human interaction but that's no excuse. Brainstorm on paper with yourself. Once you find one prospect within a particular market, look for more in the same market. Once you find a prospect in a particular town, knock on more doors in that town. When at meetings or on the 'phone with a prospect or client, always ask if they know anybody who might be interested. Always hand out 2 business cards - one for the prospect and one for somebody they might know. Hope this helps and good luck !
The most important thing is really really simple.
Just Do It !
Prospecting is nothing more that engaging with people you'd like to do business with. There are lots of methodologies you could follow for organizing your prospecting activity (our firm has a simple model also) but if you don't actually engage with people who could buy your product/service you will get absolutely nowhere.
So my advice is follow this simple five point plan
1. Schedule time every day to prospect (as little as 15 minutes or as much as a couple of hours)
2. Be prepared (what are you going to say, what's in it for them etc)
3. Actually do it !
4. Review and refine your approach, USP's etc
Hello Adam , It not difficult to score sales successfully , In order to do that ,You have to study your segment market , study your clients , Know your competitors , then you will come to know your expected customers , Its not difficult to convince them , I have done the same with my targeted clients even with so many challenges , compare your products with others in market , work on their weaknesses , & your products strength .
Hi Adam, if you want more long lasting effect on lead gen and prospecting, using the more social approach is far better. I have a awesome mentor in this area that has the best usable and up to date system online. Please contact me directly for more info on this, thanks.
There is a lot of very good advice already presented so there is no need for me to reinvent the prospecting wheel beyond making the point that, unless someone is giving you leads, prospecting MUST be scheduled into your work day or work week.
Unless Divine Intervention is part of your prospecting plans, prospecting is NOT an optional activity. No prospects, no opportunity to sell.
Adan, The thing is prospecting is just like fishing.
You can do it the hard way or you can do it the smart way.
1) The hard way... Talk to everyone.
2 The smart way.
Look at your current customers.
remember the 80/20 rule (80% of you business from 20% or your customers.
Identify which market segments they are in.
Understand what it is that made them decide on using your services.
Build a case around that knowalage as feed into it the "whats in it for me" question and responses.
Seek out prospects that are in the same market segment.
Tell them your story and how you can be of benifet and value to them.
So what you have just done, is reconised what type of fish you already have. what type of bait you used to catch them and in which lake / river you are more likely to catch some more.
The next stage is how you go about reaching the suspects to make the prospects to make them customers, to make them repeat customers who are happy to tell others.
- a networker
- follow up at least 10 times in various ways
- disqualify prospects as quickly as you can to save time
As such there are no hard and fast rules of prospecting. Firstly you should know what exactly prospecting is.? A prospect may be any one ,maybe you know him or the person may be unknown to you whom you have met in train,hotel,airport etc.Firstly introduce your self then ask for his name,mobile nos etc.There should be no agenda from your side just general chit chat. After couple of days call him and again talk to him try to be friendly with him but please do not talk about your business.When you have become friend with him call him over cup of coffee and then tell him what you are doing,ask him about his plans etc if he shows some interest then take your conversation regarding your business forward,but please keep it simple and small.Though my method will take time,but in one out of ten person you will get a person who will listen to your business plan.
all the best.
All good points have been mentioned however I would like to add that with the advent of social media, sales prospecting and marketing has changed from the some of traditional ways of doing it. Starting with a well segmented database get people (networking events, social media and all good traditional means) to subscribe to your social media platforms. Create content on your profession, post to your web site blog, ensuring that through landing pages and auto responders that you are able to attract prospects with something they want, score users looking at your content or postings. i.e what you send out make sure there is something for prospects to engage wit you. There are a number of tools to enable you to do this.
Trust this helps