Tired of endless Prospecting without Results?
Hundreds of thousands of people try and fail at sales every
year. Ever wonder why?
Some people are just born sales professionals. Most have to learn the trade and work hard
every day learning new techniques. With
today’s social media, there’s plenty of material to choose from when looking to
expand your knowledge and understand what has made others successful.
1.
Prospecting
2.
Discovery
3.
Presenting
4.
Closing
I’m going to focus on #1…Prospecting.
Prospecting is merely finding people or businesses to sell
your product to. It involves deciding who
is the proper contact and how to best engage them. In my 25+ years of sales, I’ve learned many
techniques to open doors. Regardless of
the methods you choose, one thing remains constant: You MUST develop and stick to a consistent
outreach plan.
Most sales take multiple contacts before a prospect will listen
to your offer. I have had the best success
in the last 5 years using a combination of electronic messaging (includes
email, Twitter messages, Linkedin inmails, and videos) and the old fashioned
phone call, spread out over a 2 week outreach period.
My style has been electronic message of some type (your
choice, email or Linkedin) on Day #1.
Day #2 involves a live phone call, including leaving your name and
general message (practice your pitch!) if you get voicemail. I often use Day #3 as on “off day” with no
contact. Day #4 is another phone call,
with no message if I get Voicemail. (Everyone
has Caller ID so you get your message across without actually leaving one.) Day #5 ends the first week with a different
form of electronic message. If you
emailed the 1st time, try Linkedin the 2nd.
During week 2, I will try the more "social media" style
contacts. I have had great success using
Twitter. Many professionals will not
have their work email on their phones, but will get a notice if they receive a
Twitter message. Twitter is an underused
ace in the hole. Since it is so rarely used in
business, people find it differentiates you from the crowd. It is my favorite technique.
The next few days can be designed however you feel most
comfortable, combining all the mentioned contact techniques in a pattern. Try mixing it up, and see what works best for
you.
After two weeks of attempts, I’ll put the prospect into a
follow up stage, giving them a break for 2-3 weeks before starting another
round of communications. It is not
uncommon for me to go through 4-5 rounds of outreach before I am able to
actually engage a prospect. Persistence
pays in sales. That is a common trait in
all successful sales professionals.
There is no golden rule that guarantees a prospect will talk
with you, but following a designed outreach plan can help increase the odds of
engagement for you.
Happy Selling!
ReplyDeleteThanks for all of these amazing resources!
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ReplyDeleteWhat great information!
ReplyDeleteThanks for all of these amazing resources!
ReplyDeleteGreat topic for a blog post, Jane!
ReplyDeleteGreat post you shared, you have now become top of my list. You were unknown to me before but have found your content to be fantastic.
So great work for informing us of the possibilities and following a certain path.
I really appreciate your hard work an giving us some information and inspiring others to follow.
Thanks so much.
I hope for more post in the future.
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