|
Why is it that some
sales reps consistently earn a six-figure annual income while other reps,
putting in the same hours, selling the same products and trained by the same
sales manager struggle each month financially to make ends meet?
The answer to this
question is painfully simple; the six-figure sales reps spend more time on
the phone and never forget to ask for referrals!
Top producers don't need
to be told to ask for referrals or follow up on hot leads, because they
understand that prospecting is a necessity and not just an activity. The
good news is that prospecting for new business, like any other skill, can be
trained and developed into a habit.
Six Powerful Prospecting
Tips to Build Your Business
Tip One: Don't Forget
to Ask for Referrals
When it comes to asking
for referrals, timing is everything.
Research indicates that
the most effective time to ask for referrals is right after you've made the
sale or provided a valuable service for your customer. Asking for referrals
prior to closing the sale is a big mistake and may even jeopardize the sale
itself. Once the sale has been completed, your customer will be on an
“emotional high” and far more receptive to the idea of providing you
referrals.
Tip Two: Train and
Reward Your Advocates
An advocate is a person
who's willing to go out of his or her way to recommend you to a friend or
associate. Most customers are initially reluctant to provide referrals
without some basic training and motivation.
Once you're given a
prospect, it's a good idea to take the time to role-play with your advocate
to demonstrate how to approach and talk to their referral. A brief
role-playing exercise will build your advocate's confidence and keep them
from overeducating their referrals. During your role-play session, be sure
to prepare your advocate to expect some initial resistance. This training
will pay big dividends by making your advocate more effective and less
likely to become discouraged when faced with rejection.
Always take the time to
thank your advocates and give them feedback on the status of their
referrals. I recommend that you call them and then follow up by sending a
thank you card and or gift.
Tip Three: Strike
While the Iron is HOT
Prospects, like food in
your refrigerator, are perishable and therefore need to be contacted
quickly. Each day you let slip by without making initial contact with your
referral dramatically reduces the probability of you making the sale.
Develop the habit of contacting your referrals within two-business days or
sooner.
Have a system to keep
track of your referrals so they don't end up falling through the cracks.
It's critical to have a computerized client contact management system to
record your remarks and track future contacts and appointments. Relying on
your memory alone is a very poor business decision that will cost you
dearly.
Tip Four: Schedule a
Minimum of Two-Hours a Day for Phone Calling
Make your phone calls in
the morning while you and your referrals are both fresh and alert. Treat
your prospecting time with the same respect you would give to any other
important appointment. This is not the time to check your e-mails, play
solitaire on the computer, make personal phone calls or chat with your
associates.
Avoid the temptation to
try and sell your product or service over the phone. Your objective for
every phone call is to create interest, gather information and make an
appointment. If your prospect asks you a question, get in the habit of going
for an appointment rather than giving a quick response.
Don't shoot from the hip
use a script. It's important to use a phone script when you contact your
prospect so you don't leave out any key information. It's a good idea to
role-play your script over the phone with your sales manager until he or she
feels you sound confidence and professional.
Tip Five: Qualify
Your Prospect at Maximum Range
Unfortunately, not every
prospect will be interested or qualified financially to purchase your
products or services. Successful sales reps don't waste time chasing after
low-probability prospects and know when it's time to cut their losses and
move on.
Tip Six: Don't Take
Rejection Personally
Selling, like baseball,
is a numbers game pure and simple. Rejection is to be anticipated as a
natural aspect of the qualification process, so don't take it personally.
Learn from rejection by using it as a valuable feedback mechanism.
Salespeople who take rejection personally lack perseverance and seldom make
the sale.
For the majority of
salespeople, prospecting for new business is without a doubt the most
challenging and stressful aspect of the selling process. Selling is a
contact sport and daily prospecting for new business is the key to every
salesperson's long-term financial success. By integrating these six powerful
prospecting tips into your daily business routine, you'll be able to keep
your appointment calendar packed!
John Boe presents a wide
variety of motivational and sales-oriented keynotes and seminar programs for
sales meetings and conventions. John is a nationally recognized sales
trainer and business motivational speaker with an impeccable track record in
the meeting industry. To have John speak at your next event, visit
www.johnboe.com or call 877 725-3750. Free Newsletter available on
website. |
