Do you want to be a winning salesperson?
Well if so, you need to be able to prospect. Prospecting is not selling. The outcome of prospecting is a list of qualified leads that may buy your product or service. When described this way, sure, prospecting sounds sound easy but I can promise you that the best in the business know that there is a method behind this madness. Luckily for you, I have my fair share of experience when it comes to prospecting, so I’m going to share with you my plan that has made me a winner.
STEP 1: Assessment
In order to build your new business pipeline, you need to assess your individual situation by considering the following:
- What are the key characteristics of your territory?
- Where and how does your product or service best fit?
- To what degree is your company name or brand recognized by your potential market?
- How effective have you been at prospecting?
- What have been your traditional sources of business leads?
- What has been your conversion rate?
- How much potential business is out there for you, based upon your analysis of your territory?
- Realistically, how much time can you dedicate to prospecting?
STEP 2: Create a goal
Once you’ve assessed your situation, create an achievable goal that you can commit to management and to yourself.
STEP 3: Choose your strategies
If you want to be a winner you need to come up with numerous strategies that will help you achieve that goal. Luckily for you, I’ve created a list of my proven strategies:
- Improve the skills you determined were weak in your assessment.
- Always seek new business opportunities.
- Target a list of high probability prospects.
- Commit time weekly to prospecting.
- Qualify, Qualify, Qualify!
- Commit to following up.
- Make prospecting a quality, not a quantity effort.
- Do some research on every company which you target to prospect.
- Get your messages and talking points down cold.
- Decide in advance whether you are going to leave a voicemail message.
- Be prepared. That means knowing all the answers.
- Provide value at every point of contact.
- Take notes and record key points.
- Invest time for tracking and measurement.
I’ve kept my strategies brief for the sake of your time but don’t be shy to send me a message and I can give you a little more detail about these strategies.