Prospecting 101

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When you mention prospecting to most professionals who are in sales (and we all are in sales) the first thing you get is a cringe, sigh or a run in the other direction but it doesn't have to be that way. The secret to sales is the realization that somebody out there wants what you have to offer, believe it or not! The only thing you have to do is find them.

There are a number of ways to find people who are your prospects. You can cold-call, send mailers, go door to door, run advertisements or send smoke signals but the idea is to make contact. For my business I only consider telephone or face to face encounters prospecting but for you mailers or something else may be the most effective. With all these different ways to meet potential clients why don't more people prospect?

The reason most people hate prospecting is because they hate rejection! Don't get me wrong I hate rejection to, as a matter of fact I don't know one person who enjoys being rejected. So, how then do you make it an art? Actually, it only happens with a little science. Yes, science can help you get over your emotional withdrawal due to prospecting. Here's how.

First you must believe that what you are selling is a worthy product or service. Next you have to chose your market. Then, it's important to figure out on average how many people you have to talk to before you get a Yes. Now you need to figure out how many yeses you must get to meet your goals. The last thing you must do is just make contact with your average number of people as often as you can with out concern with what their answers are but more concern with the activity.

Basically, you must detach yourself from the outcome and just go through the process. That is exactly what I do after I have positioned my offer. I start smiling and dialing mostly referrals at this point in my career but sometimes the projects I work on still require some cold calling believe it or not. If you have to talk to 10, 20, 30 or 40 people to get one yes then just make the calls. Hell, if it took 100 calls and the return was worth it I would make the calls with no hesitation. If you have to do the same you should be willing as well, it's all a numbers game anyway.

If I sat you in a room with a magic slot machine and told you that every 1000th time you pulled the slot lever the machine would spit out $1000.00, how many times a day would you pull that lever?1000, 2000, 5000, I bet you would pull that thing as many time as you could in a 24 hour period. How many calls must you make in order to produce $1000.00 for yourself? Well, just think if you did that three times a week every week how much different would your life be?

Empower Yourself, Make the Calls!

Make Money, Have Fun & Be A Blessing,
Last modified on Monday, 29 November 1999 19:00
Cirilo McLaine

Cirilo McLaine

I am a business advisor specializing in providing solutions to challenges often encountered by those who own, run or start small businesses.

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