Prospecting for GOLD
Prospecting for sales is similar to prospecting for gold. Think of the people you know, your LinkedIn contacts, the people on your email database and your prospects as gold, and treat them as you would a gold mine.
Post a claim and work it constantly. Because if you neglect it, will find someone else claiming your fortunes. Worse yet, your position in your market can sit vacated, unattended, and ignored.
The fact that you are not working your gold mine effectively does not mean it is less valuable; it just means that the gold is harder to get, but you aren’t tapping into its immense potential.
This has never been more true than during the new COVID economy.
Pick up your phone and start getting in touch with friends, family, relatives, and past employers and take a genuine interest in them. Find out what they are doing; ask about their lives, their careers, and their families.
People love to talk about themselves, and they really love it when others take interest in them. Let them know what you are doing when it comes up, but understand that this is not a sales call. You are simply keeping in touch with them. In effect, with someone with whom you have been out of touch.
Make it clear that the intention of your call is to catch up with them and not to sell your products or services.
During all economies but especially during contractions, contacts and relationships are everything and you must prospect harder for sales
Have you ever heard the saying “You are short on people, not short on money”. The people you know either have the money you want or know people who do. It is those people who want and need your service.
So the more people you speak to, the better chance you have of discovering and selling to those people.
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