You know how hard it is to start that daily commitment to exercise. Well, proactive prospecting seems to be as difficult. We know it is something we must do to gain positive results yet most sales people will try to avoid prospecting like the plague.
We need to have a starting point. Begin by blocking out one or two hours per day to prospect. Yes, we have put it off long enough. Start by using your sphere of influence to prospect. Prospecting, like anything will require commitment and discipline. This time is yours and you are important. Once you start you will feel more important and this will be a positive projection of your attitude when you talk with your sphere of influence.
Have a specific message. Everyone needs to hear the latest news of markets conditions in your area. It’s likely that they have some misinformation and you can become the expert to help them get a more accurate picture.
Make as many contacts as possible. Before prospecting, you should always take the time to properly define your target market, and try to reach as many of those people as possible.
Before you start prospecting, gather a list of names so you don’t spend valuable time you are using for prospecting. Get an idea of how many customers you plan to call in your allotted hour or two and have at least a one month supply of names.
Work in a private and quiet area so there are no disruptions. Do not answer calls from other clients or colleagues. Believe me, they will wait an hour or two for you to call them back. Remember, this is your time and will put you on the path to success. Get in the habit of doing this daily or at least every other day. As time progresses and with each call, your expertise will increase. The more we practice anything, the better we become.
Experience and surveys have shown that the best times to contact customers is 8 AM to 9 AM, between Noon and 1 PM and 5 PM to 6:30 PM. If you are missing a customer between certain hours, then it’s best to make note of that and call them at a different time. Chances are if you continue to call at the same time and the customer is not available, they will continue to be unavailable during that time block.
Don’t stop. Persistence is one of the key virtues in selling success. Most sales/valuable contacts are made after the fifth call, and most sales people quit after the first.
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