Sales Secret #2: Get More Prospects
Get more prospects. You need to prospect.
I wasn’t always as well-known as I am today.
I had to knock on thousands of cold doors just to get people to even know me when I started my first business. That is the main purpose of prospecting—to get people to know about you.
Your problem is obscurity.
People need to think of your name and your company first when they have a need for what you offer. By prospecting, you can create your own economy.
If you are dependent on others, or walk-in traffic, then you will be at the mercy of factors that you have no control over.
HERE ARE 3 SALES PROSPECTING TIPS I KNOW YOU WILL FIND USEFUL TODAY:
#1 START THINKING ABOUT HOW YOU CAN SERVE EVERYONE AROUND YOU.
A customer is coming to you because they have a problem. There is something that isn’t working right that they need it fixed and they have come to you because they hope your product or service will solve their problem.
Often times though, a customer hasn’t diagnosed or even knows about the proper solution to their own problem. That’s why you as the salesperson are there.
You are there to serve. Look around you. Everyone has problems. So, start serving!
#2 FIND A WAY TO GET IN FRONT OF PEOPLE.
Are your prospective clients involved in charities, community organizations, or the boards of other companies? While the general rule is to avoid politics in business, it can be a great way to get in front of the hard-to-reach decision maker.
For years, I had been trying to get in front of a potential client I knew would be perfect for my products. Instead of directly presenting my product as I had been trying to do all that time, I focused on helping him get his favorite local candidate re-elected.
When I called this client, I told his assistant I was calling for her boss because I was passionate about getting the candidate he supported re-elected. She immediately put the prospect on the phone and soon we were having lunch together.
Without ever having to bring up my product, he asked me how I could help his company.
While I was not successful at getting his candidate re-elected, I did get his business and helped his company reach new targets. Today he is not just my client, but a great friend.
#3 ALWAYS GET REFERRALS.
Once when I was in Louisiana with a client, I showed him a list of about ten people I was having trouble getting in front of. I asked him: “Do you know any of them and can you help me with them?”
My customer quickly scanned the list and offered to call two of the names on it. He immediately achieved two appointments for me that I couldn’t pull off for two weeks.
Every time you make a sale, get referrals. Even when you don’t make a sale, ask for them.
Remember this: Businesses fail not because they run out of money, they fail because they couldn’t produce enough prospects for their business quick enough that would fund their activities.
You could be the greatest salesperson with the greatest product with the greatest location, but without people talking about you, coming to see you, reaching for you, you’re dead.
That’s why I put together a comprehensive prospecting program for you—so you will know exactly how to get more leads each week to grow your business!
Get the prospecting program here.