Prospecting and Getting the Right Start
PROSPECTING AND GETTING THE RIGHT START A. Reasons for Buying
Knowing why people buy is crucial information to have if you want to close sales, no matter what you’re selling. Review the following list of the reasons people buy and put it to use to help you close sales. * The customer wants his needs fulfilled. * The product keeps up with the times. * The product stays ahead of competition. * The product is the biggest. * The product can be applied to both large and small business needs. * The product makes the customer feel secure. * The product is well-respected throughout its market. * The product feeds the customer’s vanity. * The product brings status. * The product is appropriate for a season or event. * The customer is compulsive.
B. How and Where to Obtain Prospects
But where do you find prospects? * Mailing lists * Direct mail lists * Tradeshow lists * Event lists * Magazine subscription lists * Your own newsletter subscription list * Your in-house list of people who have contacted you * Business cards from tradeshows * Your contacts * Referrals
Make a list of your prospects by category.
A-B-C
A = a hot prospect that will do business real soon.
B = a prospect that will need my product or service, but is not ready yet.
C = a prospect that I need to continually develop.
Work all A,B,C prospects with the objective of moving them to your ‘CUSTOMER' list. C. Method of Making Appointments * Prepare your opening statement. This is your main sales pitch for the appointment. You should type a short script that introduces you and your company, and briefly describes why you want an appointment. * Speak in a positive tone with words that will grab the listener's attention. This is best accomplished talking about the benefits you can offer. * Ask for a meeting. You want to present various options. For example, "What day next week will be good?" Another tactic: "Will Tuesday or Thursday
Knowing why people buy is crucial information to have if you want to close sales, no matter what you’re selling. Review the following list of the reasons people buy and put it to use to help you close sales. * The customer wants his needs fulfilled. * The product keeps up with the times. * The product stays ahead of competition. * The product is the biggest. * The product can be applied to both large and small business needs. * The product makes the customer feel secure. * The product is well-respected throughout its market. * The product feeds the customer’s vanity. * The product brings status. * The product is appropriate for a season or event. * The customer is compulsive.
B. How and Where to Obtain Prospects
But where do you find prospects? * Mailing lists * Direct mail lists * Tradeshow lists * Event lists * Magazine subscription lists * Your own newsletter subscription list * Your in-house list of people who have contacted you * Business cards from tradeshows * Your contacts * Referrals
Make a list of your prospects by category.
A-B-C
A = a hot prospect that will do business real soon.
B = a prospect that will need my product or service, but is not ready yet.
C = a prospect that I need to continually develop.
Work all A,B,C prospects with the objective of moving them to your ‘CUSTOMER' list. C. Method of Making Appointments * Prepare your opening statement. This is your main sales pitch for the appointment. You should type a short script that introduces you and your company, and briefly describes why you want an appointment. * Speak in a positive tone with words that will grab the listener's attention. This is best accomplished talking about the benefits you can offer. * Ask for a meeting. You want to present various options. For example, "What day next week will be good?" Another tactic: "Will Tuesday or Thursday
References: http://www.dummies.com/how-to/content/reasons-for-buying-to-be-aware-of-to-close-sales.html http://consultantjournal.com/blog/sales-prospect-how-winners-finds-prospects http://selling.lifetips.com/cat/56956/prospecting/index.html http://www.ehow.com/how_6505811_make-business-appointment.html http://it.toolbox.com/blogs/it-marketing/make-a-successful-sales-presentation-part1-8768 http://www.ehow.com/about_5489456_types-sales-presentations.html http://www.sellingpower.com/content/article/?i=1165&ia=6154 http://www.salesandmanagement.com/resources/ArticleFolder/Prospecting.htm http://www.rightinbox.com/blog/4-everyday-prospecting-rules-you-should-set-for-yourself http://www.syob.co.uk/start-business/prospectingfornewbusiness/341?id=341