| Sales prospecting is probably one of the least fun | | | | person so that they want to come to you for a |
| things to do in business. It takes a lot of work, | | | | solution to their problems. You probably won't |
| discipline, and consistency. It may also seem like | | | | walk into a business for the first time and walk |
| the results aren't that great. You expend all this | | | | out with a check. But you can introduce yourself, |
| energy, but only have a few sales to show for it. | | | | find out what they're looking for, and describe |
| But here are a few tips that will help you get | | | | how you can help them. Build a level of trust by |
| better results from your efforts. | | | | focusing on their needs and after talking to them |
| 1) Be proactive | | | | several more times, they can see that you are |
| Prospecting is usually only done when sales are | | | | honestly trying to assist them, rather than make |
| down. You need to make more money, so you | | | | a sale and run. |
| go looking for sales. But this can come across to | | | | 4) Follow up |
| the customer as desperation. They can sense | | | | This one is easy. Do what you say you are going |
| your need for the sale and balk at what they | | | | to do! If you schedule a time to call back with |
| perceive as pressure. If you prospect when sales | | | | more information, then make sure you call at that |
| are up, you seem more relaxed. You can focus | | | | time. This is about respecting your client. If you |
| more on what you can offer the customer, as | | | | say you're going to do something and you don't |
| opposed to what the customer's money can do | | | | do it, the client will assume that you really don't |
| for you. | | | | care about them. If you have to cut short |
| 2) Look for high-percentage opportunities | | | | another conversation to meet your |
| Prospecting the wrong people isn't going to help | | | | commitments, then do it. If you are consistently |
| your business. You can't sell a square peg to | | | | delivering on your promises, the person you cut |
| someone with a round hole. Think about what you | | | | off will understand that this is how you do it. |
| can actually offer the customer. If you can't help | | | | They should appreciate your integrity because the |
| them, then don't worry about it! Go find someone | | | | next time you promise them something, they |
| you can honestly help. What you want to do is | | | | know you will deliver. |
| produce results, not just activity. If you're selling | | | | These 4 sales prospecting tips, when done |
| square pegs, spend your time talking to people | | | | consistently and with discipline, will help you be |
| with square holes. Both you and your prospect will | | | | more effective in your efforts. You will produce |
| be happier. | | | | more results, and have a healthier business. |
| 3) Think long term | | | | Prospecting is not easy, but it is simple. It just |
| Sales prospecting isn't about making a sale right | | | | takes the proper technique. Isn't your business |
| now. It's about building a relationship with another | | | | worth whatever it takes to be successful? |