SALES PROSPECTING TECHNIQUES:
The King Of All Sales Prospecting Techniques
Networking should be one of the daily sales prospecting techniques used by all salespeople.
This is not something that needs to be planned but rather something that is present throughout the day. Networking should be a reflex – a mindset that you are in all the time. Remember, everyone is a potential prospect or one step away from a potential prospect.
Every opportunity is a good one to approach someone that can turn into a prospect or someone that can give you a lead or a referral.
Be proactive, ask questions and then listen. Make your presentation and then listen to your prospect’s feedback. But wherever you are in a conversation, never try to dominate.
Everyone wants to be the center of attention. In prospecting, your potential client is the star. Let them shine.
Networking is a great strategy, but don't forget to keep filling up your sales pipeline by cold calling.
Check out the Special Report,
FEARLESS Cold Calling: How To Uncover Your Prospect’s Emotional Hot Buttons So That You Can Get In The Door And Close The Deal
for 67 proven cold-calling strategies, tactics and techniques.
Regardless of the situation, networking should be cordial and a little informal. Do not try too hard to make a sales pitch. Networking is all about learning about a person and discovering ways in which they can become prospects.
Follow basic guidelines that are easy to remember. Greet when approached and engage in casual conversation that includes questions. Try to avoid controversial subjects.
Take some time to determine if the person in front of you could be a prospect or not - and if you determine that they can’t help, then graciously move on. In a social situation, there are hundreds of potential prospects. And, while quality matters over quantity, a salesperson will meet several dozen people before finding a quality prospect.
Always push your product without being “pushy”. In this stage, you are effectively presenting your product but still qualifying your potential prospect.
Exchange basic contact information. If the potential prospect does not offer to give or take your business card, ask for it. Once you’ve got the business card, write yourself a note in the back of the card about this person, their needs and interests.
Follow up with a thank you call or email within 48 hours of the meeting. Keep the note short but include a reference to the place and situation where you met and the product or service you sell. Finally, ask for any questions and mention that you will follow up with a note or call in a week’s time.
Always be networking. From the moment you get up and go to work to the moment you get home.
More on networking and sales prospecting techniques that save you time and energy can be found in the book,