Prospecting

Why is it that some salespeople consistently exceed targets while other salespeople, putting in the same hours, selling the same club and trained by the same sales manager struggle each month to make target?

The answer to this question is painfully simple: successful salespeople spend more time on the phone and never forget to ask for referrals!

Good salespeople don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.

Here are six powerful prospecting tips to build your business:

  1. Organisational skills are essential. There is less time to run up blind alleys. Recognise all quality leads and opportunities quicker. Have a system to keep track of your referrals so they don't end up falling through the cracks. It's critical to have a computerised lead management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.
  2. Rely more on referrals. When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you've made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardise the sale itself. Once the sale has been completed, your customer will be on an "emotional high" and far more receptive to the idea of providing you with referrals.
  3. Double your prospecting time. NOW! Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within seven days or sooner.
  4. Personalise everything: cards, emails, letters, notes etc. Utilise the most expedient process you can in order to maximise your impact. Use mail, email, telephone, and get referrals.
  5. Don't take rejection personally. Selling is a numbers game, pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don't take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale. For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport and daily prospecting for new business is the key to every salesperson's long-term financial success.
  6. Reward your members. Always take the time to thank your members and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and/or gift.

Remember: Activity! Activity! Activity!