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Friday, 12 June 2015

5 Prospecting Skills Use them or you'll lose them - New Business Development

Most sales people did little or no prospecting at all this week. Are you one of them?

Here are some ideas to help to refresh the right touch in your prospecting

Target high in Prospect organisation and EARN your hunting license .


1.Target Touch

Is your list Fit-for-Purpose ?

The foundation that underpins your sales prospecting success will be :-
·        The cleanliness of your list (up-to-date, accurate)

·        the strength of your list  ( quality and quantity of contacts Decision makers and Influencers)

·        and the precision of your targeting.

Salespeople often call too low in the organisation and try to start an upsurge by working their way up.

Reach high to the decision makers.

Make sure that your list is clean and ready to go before you start, or you’ll find that your day is punctuated in fits and starts.

At each 'touchpoint', be sure to make it relevant
and answer the prospect's "So What?!" challenge
2. Relevant Value at each and every Touch point

When you prospect, your client  won't want to hear your capability presentation, your history, or your life story right off from the start.

Prospects are looking to find out how their lives can be enriched by working with you.

When you think about providing value, don’t just think about the value you will eventually provide when they buy from you. 

Think about the value they’ll get just from speaking with you now.

 Later on you’ll sell your company, your offering, and yourself.
 At first, sell the idea that the prospects’ time will be well-spent if they choose to speak with you.

3. The Right Touch , a light touch

Your ultimate offer might be a particular type of product , service or a concept , e.g software technical instrument, building materials, financial product, operations plan, or marketing tactic. 

But the intervening offers—the offers you make and they accept before they buy from you—must be crafted with  care.

Build trust from the start

Plenty of business reward awaits you with your integrity approach.

There is no need to employ tricks, bend the truth, or cut corners to generate an initial conversation.


4. Multiple Touches

It takes more attempts than most people think to get through to top prospects.

 It can often take seven, eight, nine, or more touches to get through to someone.

That number goes up and down—across different industries and when you reach out to different titles.

 What’s always true though is that it takes more attempts to get through to your targets than you think.

5. Variety of Touches


Prospecting works well alone, but it works even better with mail (yes, even snail mail) and e-mail touches. Use a variety of touches to reach out and warm up your prospects - and make sure each touch has value in and of itself .


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