Proactive prospecting can be much like physically exercising regularly. It’s something that you know is excellent for you and will produce predictable positive results, yet is something that most sales people always seem to avoid!
Make an appointment with yourself for one hour each day to prospect using your sphere of influence. Prospecting, like anything else, requires discipline. (Seems like prospecting can always be place off until a later day when the circumstances will be better.) Make an appointment with yourself each day to prospect.
Write down what you are going to say and practice saying it to yourself in the mirror. You will come across more confident to the person on the other side of the phone. Consider talking about something of value to the customer. It might be something related to the economy or the real estate housing market. People like knowledge and education. Provide them with information that will draw their interest.
Accurately define your target market before you start. Determine how many calls you will make in that hour or two. Some sale people will call until they get an appointment or make the sale. Or you could choose to make 20 calls in that allotted time. Whatever you feel comfortable with and reasonable within the time allocated.
Be prepared with a list of names from your personal Sphere of Influence before you call. Not being prepared with a list of names will force you to devote much, if not all of your prospecting hour, to finding the names you need. Have at least a one month supply of names on hand at all times.
Work without interruption. Do not take calls or schedule meetings during your scheduled prospecting time. Take full advantage of the prospecting learning curveas with any repetitive task, the more often you repeat it during a contiguous block of time, the better you become. Prospecting is no exception to the rule. Your second call will be better than your first, your third better than the second, and so on.
Consider prospecting during off peak hours when conventional prospecting times don’t work. Some of your best work will be done between 8:00 AM and 9:00 AM, between 12:00 PM and 1:00 PM, and between 5:00 PM and 6:30 PM. Vary your call times. We are all creatures of habit. So are your prospects. In all likelihood, they are attending the same meeting each Monday at 10:00 AM (or whatever time you can’t seem to connect with them). If you cannot get through at this time, call this particular person in your sphere of influence at other times during the day or on other days.
Don’t stop. Persistence is one of the key virtues in selling success. Most sales/valuable contacts are made after the fifth call, and most sales people quit after the first.
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