Prospecting for Profits

Let’s face it. Prospecting is not fun. It is much easier for a salesperson to be handed qualified appointments on a silver platter. I know of a few businesses that do this for their salespeople. I am envious. For me and many other businesses, prospecting is an important part of getting sales and new business.

Here are three important things to remember before prospecting–

  1. If you ask most salespeople about sales, they will say it is a numbers game and the same is true for prospecting. But prospecting needs to be more than a numbers game. Blindly calling on every business to increase numbers is not the smart way to go about it. Identifying your target prospect and going after them is. This is where the numbers will work out. Right message to the right audience.
  2. Another thing salespeople tend to do is treat each prospect with equal weight. A good salesperson will qualify the prospect to determine whether or not they should continue to pursue them or move on to bigger and better. I have had salespeople call on me repeatedly after I have told them I do not have a need. This is a huge waste of time for a lot of unseasoned sales people.
  3. Lastly, what has worked well for me in my business now and also when I managed a sales staff in my hotel life, was to be sure to have a script of what it is I need to say to qualify the prospect and generate interest in moving forward. Many salespeople who call on me do not do this. I can shut them down in an instant because they are not prepared to handle my objections to move the call in a different direction.

Author: Kathy Jiamboi

Owner of Creativedge Marketing, where growth-oriented dentists find dental practice marketing strategies and advice to take their practice to a new and higher level.

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