7 Ways to Improve Your Prospecting Results

Posted by on Jan 27, 2014 in Fearless Selling | 0 comments

sales prospecting

Prospecting is the key to long-term success in sales and the top sales people invest a significant amount of time on this activity. In fact, if you allocate 80 percent of your schedule to prospecting, you will seldom, if ever, experience peaks and valleys in your results. In addition to consistent efforts, here are seven other ways to improve your prospecting results.

1. Develop a killer call opener. You have less than 20 seconds to capture a prospect’s attention so skip the BS about your company, your product and your service and focus on what is important to them.

2. Conduct the appropriate amount of pre-call research so you can speak directly to your prospect’s potential pain point. However, be careful not to develop “paralysis by analysis”.

3. You stand a better chance of connecting with senior executives by calling them early (7:00-8:00 AM) or later in the day (after 6:00 PM).

4. Never open a cold call with “Hi, how are you today?” Contrary to popular belief, prospects don’t view this as a rapport-building question or an effective way to open a cold call.

5. Get directly to the reason for your call. In fact, you can say, “Mr. Prospect, I know you’re busy so let me get right to the point.” It may sound abrupt but your busy prospect will appreciate the directness.

6. Be persistent. It used to take 7-8 touches to connect with a prospect but now that number has doubled. That means you need to be persistent when trying to connect with a new prospect.

7. Use a variety of prospecting methods. Networking, social media, cold calling (telephone, face-to-face), asking for referrals, direct mail, email, trade shows, newsletter, and conferences are just some of the prospecting strategies to consider.

BTW…I have just posted an updated version of “100 Ways to Increase Your Sales.” Sign up for my free newsletter and get your copy.