Proactive Prospecting to Increase Your Sales Potential
Proactive prospecting can be much like physically exercising regularly. It’s something that you know is good for you and will produce predictable positive results, yet is something that most sales people always seem to avoid!
The key word is commitment. Commit to setting an appointment with yourself for one or two hours each day. Start with utilizing your resources such as your sphere of influence. It is easy to say to ourselves, “Well, I have a lot to do today so I’ll start prospecting tomorrow or next week”. Prospecting not only requires commitment but discipline as well. You are important so make that daily appointment with yourself just as you would will any potentially important customer or client.
Have a specific message. Everyone needs to hear the latest news of markets conditions in your area. It’s likely that they have some misinformation and you can become the expert to help them get a more accurate picture.
Make as many contacts as possible. Before prospecting, you should always take the time to properly define your target market, and try to reach as many of those people as possible.
Before you start prospecting, gather a list of names so you don’t spend valuable time you are using for prospecting. Get an idea of how many customers you plan to call in your allotted hour or two and have at least a one month supply of names.
Work in a private and quiet area so there are no disruptions. Do not answer calls from other clients or colleagues. Believe me, they will wait an hour or two for you to call them back. Remember, this is your time and will put you on the path to success. Get in the habit of doing this daily or at least every other day. As time progresses and with each call, your expertise will increase. The more we practice anything, the better we become.
Experience and surveys have shown that the best times to contact customers is 8 AM to 9 AM, between Noon and 1 PM and 5 PM to 6:30 PM. If you are missing a customer between certain hours, then it’s best to make note of that and call them at a different time. Chances are if you continue to call at the same time and the customer is not available, they will continue to be unavailable during that time block.
Did you know that most success is made after the fifth call? Most sales people give up after the first call. Persistence is your best virtue.
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