Are You Struggling to Make Appointments With Prospects? Then Use
These 5 Powerful Prospecting Tips
Wouldn't it be great to prospect with confidence knowing you
have the plan that will help you set more appointments? Then
you'll be glad you found these 5 prospecting tips. If you use
them you'll be guarantee to make better use of your prospecting
time by closing your prospects for more appointments.
Prospecting Tip #1: Prospect Daily
Prospecting is like eating. If you don't do it every day you'll
die. With prospecting you won't actually cease to exist,
however, you're business will. Professional salespeople prospect
every day. It's important to block off specific times on your
calendar for prospecting activities such as phone calling and
mailing.
Treat your prospecting time the same way you would any other
appointment, otherwise it will never get done.
Get focused on your prospecting activities by closing your
office door and having messages taken for incoming calls until
your prospecting time is up. I've found the best time to
prospect is first thing in the morning. Your fresh and it gets
the most important task in the sales process done first.
Prospecting Tip #2: Become a Specialist
This is the age of specialization. People want to do business
with people who specialize in their particular problem. You
wouldn't go to a foot doctor to have a heart bypass. And you
wouldn't go to a criminal lawyer if you need to set up a
corporation.
What is your specialty? Find one and use it in all your
prospecting activities. If you don't know what it is ask your
past and current clients why they bought from you. They'll give
you some insight in to your specialty.
Then use it in all your promotional pieces. Advertise it every
where. Put it on your business card. Use it to attract the kind
of prospects you're looking to work with.
Prospecting Tip #3: Use a Script
Don't wing-it. There's only one thing worse than listening to a
salesperson read a script over the phone and that's listening to
one without a script. It's important to not only have a script
but to practice it until it flows from your lips.
You should know the script word for word without reading it.
Don't read it when you're talking to a prospect, however, keep
it in front of you to refer back to when you get off the track.
Keep refining and making your script better and more powerful.
After all it is the life blood of your sales business.
Prospecting Tip #4: Sell the Benefits of Meeting With You
Many salespeople want to tell the prospect how great their
company is or how great they are. People don't care about you.
People want to know what's in it for them. So make sure you
include in your script the benefits the prospect will gain by
meeting with you personally.
Make a list of the features of your product or service and then
list the benefits of each of those features. If you need some
help with this your past and current clients can be a great
help. The best way to get the appointment is to show them the
benefits they will receive by meeting with you.
Prospecting Tip #5: Don't Try to Sell Over the Phone
The purpose of prospecting is to get face to face with the
prospect so you can qualify them and sell them your product or
service. That's all. Don't try to sell your product or service
over the phone. The main focus of prospecting is to sell the
appointment, so concentrate on that outcome.
I know there are salespeople who are only selling over the
phone, however, that's a subject for a different article.
Using these prospecting tips can send you on your way to having
a calender filled with appointments that lead to sales. Ignoring
them can leave you with a lot more time to prospect. The choice
is yours.