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Add You - Prospecting for New Business: Selling at Its Finest
It is easy to work in your business and be doing the same thing day after day. If you recognise this, now is a good time to inject new ideas into your business. The process is easy and your results can be invaluable.Define your objective1. Agree a focus for your new ideas: to improve your marketing, to solve a production problem, to present your products better, to reduce your wastage. Then polish this to make your objective tightly defined, including quantity and time measures: to reduce the off-cut materials from production by 50% within 3 months.Go for vo
BENEFITS OF PROSPECTING
1. Market intel
Document the definitions for your business, organization, or your role in the organization. If you can document it, you can share it. With defined and aligned goals and purpose, individuals with an organization are empowered for personal success. The following seven principles may seem simple and obvious, as they should. However, would your definitions be aligned with everyone else in your organization or your customers?1. ValueBusiness exists because it serves a purpose. That seems a little obvious doesn't it? The purpose is to serve customers, because your customers are th
So if prospecting can be so much fun, why don’t salespeople these days do more of it? Why are so many of even veteran salespeople so firmly stuck in an existing customer rut?
I believe the answer is partly because the effort to professionally prospect for new business is darn difficult and time consuming and partly because too many salespeople are content with their current income levels.
But I believe that there is another reason: Sales managers don’t require their sales forces to prospect. I believe a certain amount of prospecting should be a condition of employment for every sales force.
BENEFITS OF PROSPECTING
1. Market intell
Top Ten Client Attraction tips for a Feng Shui websiteNowadays everyone in business seems to have a website, it's as obligatory as a business card and you won't be taken as an established business without one. So how to ensure that your site is as effective as you want?Tip One: Who are your Ideal Clients?Whether you pay someone to develop your site or do it yourself, you're still going to need to either write the words for the site or brief the website designer well so they can do it for you. You've got to get clear on just who you're writing to. Who are y
So if prospecting can be so much fun, why don’t salespeople these days do more of it? Why are so many of even veteran salespeople so firmly stuck in an existing customer rut?
I believe the answer is partly because the effort to professionally prospect for new business is darn difficult and time consuming and partly because too many salespeople are content with their current income levels.
But I believe that there is another reason: Sales managers don’t require their sales forces to prospect. I believe a certain amount of prospecting should be a condition of employment for every sales force.
BENEFITS OF PROSPECTING
1. Market intel
Did you know that adults have special needs as learners?When we were kids, we went to school, and we sat through class every day, and our teachers taught everyone pretty much the same way. It didn't really matter if you were a visual learner, an auditory learner, or a kinesthetic learner. The teacher pretty much did whatever s/he felt most comfortable doing. Times have changed, and teachers are more aware of learning styles now, and other issues that affect children's learning.But the principles of adult learning are still pretty new to most people. If you're a speaker, and you're
I believe the answer is partly because the effort to professionally prospect for new business is darn difficult and time consuming and partly because too many salespeople are content with their current income levels.
But I believe that there is another reason: Sales managers don’t require their sales forces to prospect. I believe a certain amount of prospecting should be a condition of employment for every sales force.
BENEFITS OF PROSPECTING
1. Market intel
Whenever we think we’ve lost a customer, instantly we fear that our loss will be our archrival’s gain.That happens a lot. But it’s not the worst scenario.Bill, who owns his own consulting business, was never that fond of flying. Even being bumped up to first-class and being plied with liquor, lost its cache for him.Then, September 11 came along, and flying got a lot worse. He had to arrive at the airport earlier, and this cut into his consulting time. He had to pack differently, leaving his favorite Swiss Army knife behind.Airplanes and airports were more congested; h
But I believe that there is another reason: Sales managers don’t require their sales forces to prospect. I believe a certain amount of prospecting should be a condition of employment for every sales force.
BENEFITS OF PROSPECTING
1. Market intel
Financial planners, the first thing to know about reporters is this: they are busy.Often, they are too busy to read a press release, too busy to wait for you to call back, too busy to find the "best" resource. This leads to three tips for marketing-minded financial planners.When a reporter calls – move quicklyA reporter calls you. Great! Now what? Just remember this tip: media people rate you as a resource on strange criteria, such as … how fast you call them back. If you don’t call swiftly enough, they’ll quote someone else. Media time is not like regular time: for t
BENEFITS OF PROSPECTING
1. Market intelligence: There’s no better way to find out the intimate details of competitors’ service levels than to call on your competitors’ customers.
So on every prospect call ask one or two key questions to find out how your company stacks up against the competition. Over the years, I have learned a lot about the art of asking good questions from Art Sobczak, author of the popular monthly newsletter, Telephone Selling Report (800-326-7721). Sobczak describes The Fundamentals of Question Types:
Open-Ended
These get feelings, ideas and emotions -- not one or two-word answers. Often begin questions with "how," "what," "why."
For example: "How do you like to schedule deliveries?"
Or, "What do you do when…?"
Cl
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