Are you heading for bankruptcy? Do you need to up your sales? Then you need to look at how you are prospecting your clients. A prospect is a client who has already shown an interest in your product. Here are six steps to upping your client prospecting game.
1. Create a regular prospecting schedule
It is crucial to your business that you do one prospecting activity every day. You should time these events to happen in the morning before the commitments of your day distract you and you will not be able to do your prospecting. You should also be focused during this time. You should not surf the internet, or chat on Facebook with your friends. It is important to give your prospects your full attention.
2. Identify your ideal prospect
If you have started your business look at the person who is giving you the most business. Then you should ask the following questions about them:
- Where did you find them?
- Which industry is the best target for you?
- How big your ideal customer’s business is?
- And who is the decision-maker at the businesses I want to sell to?
When you have the answers to these questions who will have a clearer idea of who to target. You can further divide the list into people who need your product and those who want your product because they want to try a new process, or they want to change from your competitor’s product. By having divided lists you can also then write different messaging to target each group.
3. Design your messaging
Many salespeople say that a script makes you sound like a robot and no one wants to buy from a robot but a script can also be a lifeline when you get flustered in a call. By creating scripts for different contact scenarios you will be able to have a base on which to build your conversation with your prospect from. It will also help with your nerves when you first start out prospecting because you will have an idea of what you would like to say to your customer.
You should also write down the common objections you hear and write down responses for them. Then you should rehearse them.
4. Find your prospects
There are a variety of prospects you can approach. You can contact your existing customers if they haven’t purchased from you lately. If they are not interested you can ask them for referrals. These work well as people will trust you a bit more if they know you have been referred to them. You could also do some networking at trade shows or conferences where your prospects hang out. In addition, you may consider searching the internet to find businesses that fit your customer profile and contact them directly. You can also become a guru on social media by contributing your opinion to conversations in groups where your prospects may hang out or you could post messages or how-to videos that show your expertise in certain areas.
5. Connect your prospects
In today’s connected world, there are a variety of ways that you can use to speak to your prospects. Here are some ways to consider:
- Use the phone. Many salespeople prefer to call a client as you can get a prompt reply and there are fewer areas for miscommunication.
- Send an email. This is a good method of communication as it gives your prospect time to consider what you are offering them and for them to do some research on your sales proposition.
- Meet them face-to-face. When you attend a network event or trade conference you have the opportunity to speak face-to-face with your prospect.
6. Become a thought leader
You should create content consistently to help develop your presence as a thought leader in your industry. By publishing blogs and how-to videos on the internet, you can grow your following and be able to find prospects who have made contact through your website.
By following these six steps you will be well on your way to bring your prospecting game up a notch.
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