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How To Use Creative Prospecting Techniques For Sales Success
Category: BusinessNew prospects are the “lifeblood” of sales - without them it’s like a salesman without a job. Thoughtful prospecting translates in to actual sales. The ratio of actual sales to prospects goes up when leads are worked on creatively and in fresh ways.
Those who like sales accept prospecting as a fun way to get to know new people. The idea should be to build a professional relationship and not just start a sales pitch. When the focus is on building a professional relationship, the clients show interest because there is something in it for them. Every new prospect is tuned in to the radio station, “WIIFM”, What’s In It For Me! Also, a sales person should be ready to face many rejections and not get disheartened by them. With a winning attitude sales personnel should go about prospecting in these following creative ways.
Old Wine in a New Bottle
Many age old prospecting techniques may have become redundant in today’s fast-paced world. But some techniques, like wine, get better with age. Modifying a few of them a bit and adding a fresh approach these sales techniques can produce wonderful results.
The old technique was to make phone calls to existing customers, past clients, referrals, contacts obtained through networking, colleagues, and new companies. The new technique is to use the same method slightly differently. Find out how your leads prefer to be sold to. Do they prefer being emailed or phoned or both? Publishing is a big business and there are publishers that do not accept any manuscript sent to them electronically. Does the concerned person want to be contacted through his peers or business associates or does he prefer the direct approach? Does he get impressed when you refer to his elite social network of friends through whom you got his contacts? Use social networking to find new leads and newer things about your leads. Face Book
Meeting at Unusual Places
Golf courses, bowling alleys, tennis clubs, reading clubs, vacation resorts etc. are unusual places where prospects should be met and the foundation for a professional relationship built in a relaxed atmosphere. The old way of getting “belly to belly” with new prospects out in the community can be extremely effective and fun! So, take out your sales divining rod and find a new source of leads in your own backyard, you will be amazed at what you find!
Win Over the Security Guard
Now security guards are an indispensable part of every organization. In fact, to meet or contact a manager, a sales person has to meet them first. So it pays to be friendly and charming to the security personnel. They may give invaluable hints about the way an organization or a contact person operates, including how the VP prefers to be contacted. If a sales person is warm and friendly at the entrance of a building he is more likely to stay that way when he is inside it.
Newer Tools
Use newer tools to communicate. When contacting new prospects by phone is there the possibility of using a video phone that’s better. Many top executives prefer to flaunt their techno savvy ways. They should be lauded for their enthusiasm to keep updated with fast evolving monstrous communication technology. They will be glad when communicated through the latest communicating tools such as: Skype, video conferencing, social networking websites etc.
Creative ways of prospecting are endless. It just requires a slight imagination and commonsense to turn the ordinary prospecting method in to an inspiring and lively one.
Doug Dvorak is the CEO of DMG Inc., a worldwide organization that assists clients with productivity training, corporate humor and workshops, as well as other aspects of sales and marketing management. Mr. Dvorak’s clients are characterized as Fortune 1000 companies, small to medium businesses, civic organizations and service businesses. Mr. Dvorak has earned an international reputation for his powerful educational methods and motivational techniques, as well as his experience in all levels of business, corporate education and success training. http://www.dougdvorak.com
Tags: Branding, Build Your Own Brand, BYOB, Personal Branding, Sales Traini, Doug Dvorak