Tips on Prospecting To Generate New Leads
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.
Sales have always been a "numbers" game. You want to touch as many people as possible. Defining your target market and being organized will help you obtain your goals.
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.
Remember you have set aside some time for prospecting. Work in an area without interruption. Don't answer calls or schedule meetings during this time. As you start going through your calls, you will find each call will become easier and easier. Before you know it, you will feel like a pro. You will learn as you go and practice makes perfection.
Consider prospecting during off peak hours when conventional prospecting times don't work. Some of your best work will be done between 8:00 AM and 9:00 AM, between 12:00 PM and 1:00 PM, and between 5:00 PM and 6:30 PM. Vary your call times. We are all creatures of habit. So are your prospects. In all likelihood, they are attending the same meeting each Monday at 10:00 AM (or whatever time you can't seem to connect with them). If you cannot get through at this time, call this particular person in your sphere of influence at other times during the day or on other days.
Be persistent. Be motivated. Be disciplined. These will be some of your best merits. Most quality contacts are made after the fifth call. Don't stop or give up. Keep pursuing your dreams. Hard work and dedication will always lead to success.
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.
Sales have always been a "numbers" game. You want to touch as many people as possible. Defining your target market and being organized will help you obtain your goals.
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.
Remember you have set aside some time for prospecting. Work in an area without interruption. Don't answer calls or schedule meetings during this time. As you start going through your calls, you will find each call will become easier and easier. Before you know it, you will feel like a pro. You will learn as you go and practice makes perfection.
Consider prospecting during off peak hours when conventional prospecting times don't work. Some of your best work will be done between 8:00 AM and 9:00 AM, between 12:00 PM and 1:00 PM, and between 5:00 PM and 6:30 PM. Vary your call times. We are all creatures of habit. So are your prospects. In all likelihood, they are attending the same meeting each Monday at 10:00 AM (or whatever time you can't seem to connect with them). If you cannot get through at this time, call this particular person in your sphere of influence at other times during the day or on other days.
Be persistent. Be motivated. Be disciplined. These will be some of your best merits. Most quality contacts are made after the fifth call. Don't stop or give up. Keep pursuing your dreams. Hard work and dedication will always lead to success.
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