The Keys to Prospecting Success

You know how hard it is to start that daily commitment to exercise. Well, proactive prospecting seems to be as difficult. We know it is something we must do to gain positive results yet most sales people will try to avoid prospecting like the plague.

Make an appointment with yourself for one hour each day to prospect using your sphere of influence. Prospecting, like anything else, requires discipline. (Seems like prospecting can always be put off until a later day when the circumstances will be better.) Make an appointment with yourself each day to prospect.

Write down what you are going to say and practice saying it to yourself in the mirror. You will come across more confident to the person on the other side of the phone. Consider talking about something of value to the customer. It might be something related to the economy or the real estate housing market. People love knowledge and education. Provide them with information that will draw their interest.

Sales have always been a “numbers” game. You want to touch as many people as possible. Defining your target market and being organized will help you obtain your goals.

Be prepared with a list of names from your personal Sphere of Influence before you call. Not being prepared with a list of names will force you to devote much, if not all of your prospecting hour, to finding the names you need. Have at least a one month supply of names on hand at all times.

Work without interruption. Do not take calls or schedule meetings during your scheduled prospecting time. Take full advantage of the prospecting learning curveas with any repetitive task, the more often you repeat it during a contiguous block of time, the better you become. Prospecting is no exception to the rule. Your second call will be better than your first, your third better than the second, and so on.

Consider prospecting during off peak hours when conventional prospecting times don’t work. Some of your best work will be done between 8:00 AM and 9:00 AM, between 12:00 PM and 1:00 PM, and between 5:00 PM and 6:30 PM. Vary your call times. We are all creatures of habit. So are your prospects. In all likelihood, they are attending the same meeting each Monday at 10:00 AM (or whatever time you can’t seem to connect with them). If you cannot get through at this time, call this particular person in your sphere of influence at other times during the day or on other days.

Don’t stop. Persistence is one of the key virtues in selling success. Most sales/valuable contacts are made after the fifth call, and most sales people quit after the first.

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The Business Potential Rewards from Forming or Joining Networking Groups

We are all somewhat familiar with social networking. The Internet has allowed us to network with other people through some very popular sites. Most of us probably are a part of either Facebook, MySpace, LinkedIn or one of many other social networking sites. With the Internet and technology today, we tend to lose sight of how important face-to-face networking is. In person networking has always had positive results when it comes to generating new customers, friends and business opportunities.

There are a vast number of social networking groups active today. The Chamber of Commerce, Toastmasters, the American Legion and Business and Networking International are just a few. They are in almost every market in the US and the world. The potential for untapped prospects in these networking groups are endless. Several of these groups require no fees or are minimal in annual dues.

Keep in mind, you can always form your own networking group. You can organize specific dates, times and locations convenient for everyone. Be sure to invite a variety of knowledge and experience that are all related in some way shape or form. You have total control of the size of attendees and the likeminded professionals that will be meeting.

Either option provides an opportunity to meet people and share ideas with folks who have the same goal in mind. Let’s face it; we all want more prospects, clients, customers or buyers. No matter what you have to offer, someone else needs what you have and the success of any business starts with getting in front of more people.

Be sure you bring several business cards. Give at least two business cards to everyone you meet. You will want to envision this person giving your card to one of their friends or colleagues as well.

Most networking groups will start off by allowing you to introduce yourself. Take about two minutes to “tout” yourself, your product and your services. You will be in the “spotlight” for a brief moment, so make the best of it. Practice and rehearse what you will say when called upon. This will be your moment to put forth your best impression.

When researching networking groups or starting your own, try to limit the number of professionals within your own industry. In other words, if you are in the Real Estate business you wouldn’t want seven other Realtors in your group. The same would hold true for Insurance Brokers, Doctors, Contractors or other professionals.

Especially in today’s economy, face to face networking is very inexpensive. The success and knowledge you will be able to gain in a short amount of your time will be priceless. You will hear other success stories, meet new people, make a few friends and will be able to interact with one another to achieve your common goals.

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