Laine, there are ways to prospect that work consistently, and others, well .. not so much.
My focus here is based on the true art of prospecting by applying current Neurocience and Quantum Physics.
In a nutshell, the key is to attract only those who need and are willing to pay full value for what you offer. While the Law of Attraction does explain this well, it is what happens next that matters: You must be ready to reach out and harness that abundance you've attracted. That's right. As Einstein said, everything is energy. While positive thoughts are important, positive action is key!
If there are 'challenges' (or any other label) to any part of that previous paragraph, it is either because:
- one is attracting based on 'want' (scarcity) instead of 'desire' (abundance, feel that powerful difference now?)
- Or one isn't harnessing the good that does exist/is attracted. Know any Debbie Downers or Doubting Thomas's - enough said.
Here's an easy test of tapping your ability to attract and harness to serve you best in your prospecting: It is called the sway test and it responds for a statement/question that can be answered clearly with a yes or no. Stand comfortably in a quiet space and say out loud 'my name is (insert your name here)'. Notice which way your weight shifted on the bottom of your feet. Neat! Repeat 'my name is (insert another name, not yours)' and notice the shift. You have just accessed your inner truth twice. And your UNconscious responded clearly with a truth-based yes or no - and correctly for you each time.
I use the sway test frequently before starting to write a note, pressing send for emails, deciding to leave a voicemail, contacting prospects (can decide instantly whether to make the call to them, or pick the next number.
To your increased prospecting results - let me know how to be of service to you now.
Here are some of my own (successful) attempts at prospecting.
1) Use Youtube to sell benefits visually
2) find and fight for and convince 'Centres of Influence' or 'Professional Circles' ie professionals that influence a large number of clients (accountants etc)
3) Pay good money for good qualified prospecting lists from reputable list brokers, and really drive your campaign, both in and outbound, newsletters and telephone prospecting.
4) Pay good money to a Social Networking Specialist to drive our online presence.... If you're half as busy as I think you are, you simply will not have the time to do this personally.
I always start off by giving them something that interest them. That can be an ebook or any other type of content. More often than not, I capture the person's email and name and just keep sending them valuable content like helpful tips I post to my blog, marketing webinars, etc... I also market my products to them.
It all starts off with finding a way to be in front of your target market. That's really easy to do if your market can be found online.
What a lovely question! Thank you, its a question that really can be a game changer.
Its very difficult to answer because we dont know your business, the product or your customer. From my experience , here are my 2 cents :
1. If you are doing telemarketing , calling blindly your success rate should be 2 to 8%. There is no art of science here. Its plain persistence, sometimes one needs to stay on the job.
2. If you are a B2B customer, here is the science- RESEARCH. Know about them , top to bottom. Understand their role, the company, the business and what are the top things one should be concerned about.
3. The Art is to articulate a message with great tonality, honestly with the eagerness to assist solving a problem.
Note: If you are trying to sell on the first 2 mins, good luck! You just made the sales industry more horrible.
First seek to understand, then create rapport, then solve the problem. If you are not bluntly honest, you will never be able to make the rapport.
I don't think there is one single method that is more effective or the most effective way to prospect. In my own experience, successful prospecting is being highly active and having a good mix of all types of activity; face to face cold calling, hitting the phones, LinkedIn messaging, email and direct mailers if available. I wish there were a magic bullet, but the best sales people are usually the most active. We don't see all the hustle that goes into it.
It definitely helps to be organized and build your prospecting list, but don't let that type of activity substitute for old fashioned activity.
This is a great question and not always easy to answer.
For our company we have found that creative solutions partnered with good old cold calling has worked best for us. I know that people dislike the cold call, but if it does well it can be successful.
Some of our more creative endeavours have been utilizing social media, free seminars offering good quality sales consulting and sales outsourcing advice and hosting events for professionals to network.
Laine: I am assuming that you are asking relative to HRIS. If that is the case, I would suggest building strong cross marketing relationships with attorneys and CPAs. In that way each of you can provide trusted referrals to each other. I would also try and get on some multidisciplinary panels such as those put on by the AMA
Offering a free seminar or workshop on an area of your expertise directed at your target market. That is a good way to both prospect and build your brand.
Great question! I think that you have to be positioning yourself in the right setting and in front of a captive audience.
I have found the one most effective way of prospecting is the one we all hate, and involves getting on the phone and making call after call after call.
You can get as creative as you like, but nothing else comes close to establishing an impression (and hopefully thereafter, a relationship) better than that personal contact.