The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals.
Top producers donít need to be told to ask for referrals or to follow up on hot leads because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.
John Boe, Monterey, CA, www.johnboe.com/meetjohn.html, is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. He presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions.
6 Prospecting Tips to Build Business
ē1. Donít Forget to Ask for Referrals. Timing is everything. Research indicates that the most effective time to ask for referrals is right after youíve made the sale or provided a valuable service for your customer.
2. Train and Reward Your Advocates. An advocate is a person whoís willing to go out of his or her way to recommend you to a friend or associate.
3. Strike While the Iron is Hot. Prospects are perishable and need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale.
4. Schedule a Minimum of Two-Hours a Day for Phone Calling. Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment.
5. Qualify Your Prospect at Maximum Range. Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps know when it's time to cut their losses and move on.
6. Donít Take Rejection Personally. Rejection is to be anticipated as a natural aspect of the qualification process. Learn from rejection by using it as a valuable feedback mechanism.
Source: John Boe, www.johnboe.com; PO Box 3286, Monterey, CA 93942-3286; (877) 725-3750.