PROSPECTING – THE LIFE BLOOD OF SALES
The importance of marketing success is to make sure you have developed a brand or "image"; that is in synergy with your business and services. Your marketing strategies should develop over time to clearly define what your business has to offer and how you are above your competitors. A strong image communicated well to your target market will provide the opportunity to build a stronger link with current and potential customers, increase traffic and result in a constant steady stream of customers. So the best place to start is very simple: prospecting!
Prospecting, contrary to popular assumption, is not sales. It is the process by which we generate potential customers for our business. Many people - even experienced salespeople - hate prospect, but it is absolutely essential if you want to grow your business and welcome new customers. Even if you have absolutely no experience in lead generation or sales, you can master the art of prospecting by following these simple, step-by- step recommendations.
1. Understand that prospecting is absolutely essential:
You need to prospect to grow your business and take it to the next level. As disheartening as it may seem, the more you prospect, the better you will succeed. Start each day with prospecting activities such as phone calls or email. Make prospecting a priority.
2. Determine your target market:
Who are the people to whom you run your business? You offer a product or service and do it well. But who are the people you want for the customers? You need to sit down and make a detailed list of who these people are. Be specific about this! Too many companies think that the "number game" approach is what prospecting is all about. They launch their extensive network, hoping that the probability law will help them out, that is, the more people they contact, the more prospects they are likely to encounter. It does not work this way, though. You need to narrow down exactly who is the most likely person to do business with you. Take the time to make the detailed list of your target market and you need to qualify these prospects as much as possible before making the initial contact.
3. Research your prospects:
Once you've decided who your target market is, it's time to do the research. As you can well imagine, most of us are bombarded with advertising messages every day. This is particularly true for business managers and decision makers in a business. Once you have identified who your prospects are, investigate each one independently, so you can craft a specific message for them. The person you are talking to will be grateful that you have taken the time to assess where they are. They will appreciate the fact that you have adapted a solution to your need. It's what definitely helps you to heat up a lead-up!
4. Create a basic script to work with:
Do not listen to anyone who tells you that a script is a bad idea with prospecting. Always work with a script and adapt it to the specific perspective you are talking to or sending an email to. The scripts show that you have been prepared for communication. It is much better to get into the prepared prospecting, than simply wing and the risk of looking unprofessional. Practice your prospecting spiel and make sure you speak softly and naturally. The most important thing is to avoid selling by phone. Your intention at this time is simply to send more information to the prospect or set an appointment time. Come from a mindset to help outlook, and be genuine in your intention. It will glow and leave a positive impression.
5. Fast Tracking:
Once you have received a positive response from your prospect in the form of a request for information or an appointment, take action quickly. Act while the contact is fresh in your mind, so send it through that information as soon as possible or set that appointment as soon as possible. Once you submit the information, keep track of it a few days after you received the information. If an appointment is set more than a week away from your initial contact by phone or email, follow up with a friendly reminder call a few days out of the appointment. You should aspire to stay fresh in the minds of the prospect - again coming from that mindset to help the prospect and be genuine about it.
Follow these recommendations, and you will be well on your way to achieving the mastery of prospecting and boosting your sales.