Sales Prospecting
The Myths & The Magic
It might be the worst part of your job, but sales prospecting is a crucial skill for most small business owners.
Don’t worry though - even top sales professionals dread this part of their job. (Does anyone like being called ‘lowlife telemarketing scum’ 40 times a day? Probably not).
But does it really have to be this way? Prospecting skills, like any other, can be forged to get you great results with minimum hassle. Here are some important lessons for anyone who’s loath to make the call…
You're prospecting – not selling!
Prospecting is closer to marketing than sales. It’s where you source qualified leads that could eventually bring you business. You discard all the chaff while keeping a tight grip on the red hot contenders.
That means selling begins later – so don’t be tempted to move in for the kill too soon. Sales people often focus on getting a personal appointment with their first call, then drive 50 miles for a no-show. That’s half a day wasted.
The problem is that prospects often find it easier to to get you off the phone by agreeing to an appointment rather than saying they’re not interested. So if a prospect shows you interest, try adopting a subtler approach. Send them an information pack or mail them a link to your website - then agree a time to call back and build the relationship gradually.