The art of sales prospecting is a “state of mind.” The best prospectors are always looking for new opportunities. Always have your antenna up. Prospects are everywhere!
Prospecting – The Art Of Finding New Business
Our oldest daughter is a Disney Vacation Planner and a Mary Kay Beauty Consultant. It’s a joy to be out and about with her. She picks the longest line at the grocery store check out so she can chat with others as she waits. I’m amazed when she walks away from the store with a new prospect or two!
How about you:
- When you go out for an appointment, walk into the office on either side of your destination.
- If you’re on the golf course and don’t want to appear pushy, just say, “Joe, I have an idea I want to bounce off you. Now is not the time or place, but I’ll call you next week to discuss it.”
- When speaking to a civic or professional organization, ask for a “Yes” or a “No” at the end. Tell the audience, “A ‘Yes’ means that you would like to schedule an appointment to discuss how I might be able to help you.”
- Tell your new client that if they are pleased with the service you provide, you are going to ask for three or four referrals.
Sales prospecting is a never-ending part of your daily routine, not a hit-or-miss thing. Keep doing it.
- Make a list of current and past clients to ask for referrals.
- Ask about others within the same company who might need your product or service. Maybe another branch office is in need of your product or service.
- Review your social and civic organizations’ member lists and find two people you would like to get to know better or to learn more about their business. Then call them and invite them to lunch.
- Join a resource and referral network.
To learn more secrets about sales prospecting read the first part of Chapter Eight, The Six-Step Sales Process, in Secrets of the Softer Side of Selling. For even more sales help, join our FREE Sales Club! “See” you next week.
Don Crawford & Lois Carter Crawford
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