How’s your prospecting plan working out for you? Are you targeting everyone? Maybe you’re finding it hard to connect to qualified prospects. Let’s look at some practices you can use to improve your odds.
Prospecting is the beginning of the sales process. In order to do it effectively you have to have a process that you work consistently.
But what system you may be asking. Let’s take a look at a system that works.
It begins with defining your target market, or markets. Believe me when I tell you that your product or service is not right for everyone. It IS right for the people or companies that need it and value it. So, what does a good client look like? It looks like the current clients you have that you like. Those clients who you are doing great work for and who really value what you do.
Now that you know who they are, you know what target they fall into. The next step is to identify who is actually in that market. Make a list with contact information.
Now, would you rather cold call them or get an introduction? Just as I suspected! You’d rather be introduced. Great! Reach out to your network and see if anyone knows the people or companies on the list. Where you find a connection, ask for the introduction.
Where there isn’t a connection you’ll have to cold call in some fashion. Decide the method that works best for you. It may be picking up the phone and calling them. It could be sending an introductory letter. Or, maybe it’s conducting a seminar or workshop and inviting them to attend. Whatever method you choose, decide what you are going to say and how.
Here’s something to embrace about the outreach – it is NOT to sell to them right away. The purpose of the outreach is to gain a meeting. When you remember this is your goal it will be easier to have a conversation with them. All you want is the meeting.
Keep track of who you are contacting and when you contact them. And, here’s a critical piece of the puzzle – put your activities on a calendar. Don’t leave prospecting to chance. Treat the process as appointments and put the steps on your calendar. That way you will be sure to do them on a consistent basis.
Developing a system for gaining the sales appointment is what prospecting is all about. And if you find you need some guidance, reach out to me through my website at www.seizethisday.co.
