Category Archives: sales prospecting techniques
When I first started out in sales, I didn’t expect sales prospecting to be so tough. I was a bit naïve and expected more instant success. I wasn’t prepared for strong objections and rejection.
I wish someone had said to me beforehand, “Look, this is going to be hard. You’re going to get knock-backs and rejections. The win rate is going to be low at first; you’ve got to expect that.” Now, I know how tough prospecting can be. If it’s not page one of the sales manual, it should be.
That’s why I’ve prepared several posts to help sales professionals improve their sales prospecting. In Four Tips for Better Sales Prospecting and Five More Tips for Even Better Sales Prospecting, I shared some thoughts on ways to make prospecting an easier and more integral part of the job. In this post, I present six final thoughts on how to sales prospect more effectively.
Set an objective. Know what you want to achieve with every call to a prospect. The goal of the first call might only be to set up a second call during which you can have a needs dialogue. Or, the goal might be to have a physical meeting. You have limited time to get your point across, so know what you want to accomplish beforehand. Develop a really sharp elevator pitch. Yes, you will need an elevator pitch for your first contact, so » Continue Reading.
Sales Prospecting Requires the Will and Skill
Sales Prospecting is at the heart of what every sales professional should be doing continually. It doesn’t matter who you are, your level of experience, or your position within an organization. While it’s great to have leads provided to you by the Marketing organization and to work with existing clients, if you don’t engage in sales prospecting on a regular basis, you will struggle when the need to find new clients arises — as it always does.
Simply put, sales prospecting is a fundamental part of being in sales. Most sales professionals will admit that, yes, it has to be done, but they would probably also admit that prospecting is not their favorite activity. In recognizing its importance to selling success and the tendency to put it off or avoid it altogether, I’ve developed a list of sales prospecting tips and techniques to help make prospecting a more regular and successful part of the job.
Schedule time on your calendar. Put your commitment in writing by blocking out time on your Outlook calendar or whatever other scheduling system that you use. Set aside time each week just for prospecting, and tell yourself you’re not going to do anything else for that period. This will give you a target to aim for, with time set aside to focus on this activity. When you write something down in your calendar, you » Continue Reading.
Sales Prospecting Tips to Become More “Social”
To be successful in sales, you need to be vigilant in sales prospecting and looking for new leads. How to do that in the most time-efficient way is the question.
One crucial bit of information is to know your retention rate of business. If you retain, say, 80% of your business each year, that means you lose 20%. That 20% of lost business is the minimum amount that you need to replace. Knowing this number helps you be more strategic in your prospecting.
Like B2B sales, the element of prospecting has dramatically changed in today’s mobile, social, and digital world. There’s a lot of talk about the ultra-informed buyer who uses the Web for research before ever contacting a seller. Well, two can play that game. The same tools are available to buyers and sellers alike. It’s the savvy user who works them to their advantage.
In my previous blog post, I offered prospecting tips targeted to using LinkedIn: Tips for Using LinkedIn as Part of Your Prospecting Strategy. But, LinkedIn is only one of many free social tools that can amplify your prospecting results. The following are a few others, and new ones are appearing on a regular basis.
Google Alerts: This free service from Google allows you to “Monitor the web for interesting new content.” You might » Continue Reading.