Prospecting a sales strategy that from my own observations most salesman either fail to do, or they do it poorly, vary rarely have I found a salesman who prospects well, and it is with this in mind that I decided to write this article both as an aid memoir for myself and hopefully some useful tips for you the reader.
So lets assume that you have sat down and found that sweet spot in the river that generates sales prospects just like the gold prospector does, so what makes them a profitable prospect for you to spend time converting them to clients. Is it demographics, age, sex, location, income, number of employees, business sector – well lets face it, it could be any and all of these, the subject of what makes a great sales prospect is wide and vast and I will cover it in another article. Today I want to talk about prospecting a sales strategy.
Follow these top five tips for sales prospecting and your inbox will begin to fill.
1. Givers Gain.
I know its an American saying direct from BNI (Business Network International) but it works, if you pass leads or prospects to others, they in turn will pass quality sales prospects back to you.
2. Look after what you have already got.
By taking care of your existing customers or clients, and exceeding their expectations of your products or services – they will refer you naturally. Just remember, that upset one client and they tell 10 people how bad you where, please one client and they tell at least one other.
3. Use social media to your advantage.
Do not simply sign up for all the social media platforms hoping that your scatter gun approach will bring home the bacon. Talk to your customers about which platforms they use, how they use them and when they use them. Then pro actively target those social media platforms that your ideal customers use at the times they use them. This will drive your pipeline of sale prospects forward.
4. Remember, a no is just a no not today.
Now that line is pinched from the UK sales guru Richard Denny ( I heartily recommend you read his books and watch his YouTube channel. But it is important to keep a list of your prospects that have said “no” to you, and actively stay in touch, whether by post, email, social media or any other relevant communication method. As these are all WARM leads for your sales funnel.
5. Self belief.
Nothing is quicker to defeat you than your own self disbelief, so start with a few existing clients who will be receptive to your call and keep up your self belief, also end the day with a good call on a regular client and go home happy.
Telesales Calls
If you choose to make telephone calls make them at the right time of day, it is important that when you make your calls your sales prospect is receptive to receiving them. Hubspot have thankfully analysed the data and come up with the optimum times to call your prospects.
I hope this touches enough on the subject matter to get you in the mood to start prospecting for more sales leads. If you want more business strategy information take a look through the categories in my blog.