Proactive Prospecting to Increase Your Sales Potential
You know how hard it is to start that daily commitment to exercise. Well, proactive prospecting seems to be as difficult. We know it is something we must do to gain positive results yet most sales people will try to avoid prospecting like the plague.
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 put off until a later day when the circumstances will be better.) Make an appointment with yourself each day to prospect.
Have a specific message. Everyone needs to hear the latest news of markets conditions in your area. It’s likely that they have some misinformation and you can become the expert to help them get a more accurate picture.
Accurately define your target market before you begin. 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 decide to make 20 calls in that allotted time. Whatever you feel comfortable with and reasonable within the time allocated.
Before you start prospecting, gather a list of names so you don’t spend valuable time you are using for prospecting. Get an idea of how many customers you plan to call in your allotted hour or two and have at least a one month supply of names.
Work in a private and quiet area so there are no disruptions. Do not answer calls from other clients or colleagues. Believe me, they will wait an hour or two for you to call them back. Remember, this is your time and will put you on the path to success. Get in the habit of doing this daily or at least every other day. As time progresses and with each call, your expertise will increase. The more we practice anything, the better we become.
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.
See more information about new homes az by clicking the link: new homes az today.
Related Reading:
The New Rules of Marketing & PR: How to Use Social Media, Online Video, Mobile Applications, Blogs, News Releases, and Viral Marketing to Reach Buyers DirectlyDavid Meerman Scotts marketing bible has become a modern day business classic.This is the book every ambitious, forward-thinking, progressive marketer or publicist has at the front of their shelf. Business communication has changed over the recent years. Creative ad copy is no longer enough. The New Rules of Marketing and PR has brought thousands of marketers up to speed on the changing requirements of promoting products or services in the new digital age. This is a one-of-a-kind, pioneering guide, offering a step-by-step action plan for harnessing the power of the Internet to communicate with buyers directly, raise online visibility, and increase sales. Its about getting the right message to the right people at the right time - for a fraction of the cost of a big-budget advertising campaign. This new, updated edition includes:
- A new introduction discussing recent changes to the world of marketing and PR
- A brand new chapter on mobile marketing
- An additional chapter on real-time marketing and PR
- Updated information on how to measure the success of your campaigns
- A range of new tools
- Fresh case studies
The New Rules of Marketing and PR: How to Use Social Media, Blogs, News Releases, Online Video, and Viral Marketing to Reach Buyers Directly, 2nd EditionA completely revised and updated edition of the BusinessWeek bestseller on effective, modern marketing and PR best practices, The New Rules of Marketing and PR shows you how to leverage the potential that Web-based communication offers your business. Finally, you can speak directly to customers and buyers, establishing a personal link with the people who make your business work. This new second edition paperback keeps you up-to-date on the latest trends.
- New case studies and current examples are included to illustrate the very latest in marketing and PR trends.
- Completely updated to reflect the latest marketing and PR techniques using social media sites such as Twitter, Facebook, and YouTube
- Includes a step-by-step action plan for harnessing the power of the Internet to communicate directly with buyers, increase sales, and raise online visibility
- David Meerman Scott is a renowned online marketing strategist, keynote speaker and the author of World Wide Rave, from Wiley
The New Rules of Marketing and PR, Second Edition gives you all the information you need to craft powerful and effective marketing messages and get them to the right people at the right moment-at a fraction of the price of a traditional marketing campaign.
A Lean Marketing Revolution: The Timeless-Know How PrinciplesFor decades, someone breaking into business had a tough time learning the secrets to marketing. The only solution was a study of numerous books containing hundreds of mind-numbing pages. Say "goodbye" to those days!
Now available is a short, easy to read, condensed version of the key principles of marketing, writen as, "A Lean Marketing Revolution."
A Lean Marketing Revolution, condense hundreds of pages of current text on marketing into a more easily understood format.
The result is a dynamic and exciting 46 page booklet which gets to the point rather quickly to drive immediate results, which is quite revolutionary.
A Lean Marketing Revolution was released on July 19, 2011. The booklet topped the bestsellers lists in Amazon’s Kindle division for eBooks in the first two weeks of release, quickly reaching the following ratings: number one (#1) as a bestseller in multilevel Marketing; number twenty-four (#24) as a bestseller in Advertising, number thirty-six (#36) in Marketing; number seven (#7) as a bestseller in Business Development; and, finally, number one (#1) as the hot new bestseller in Advertising, Marketing, and Business.
Mobile Marketing PlaybookIs this the Year of Mobile? For over a decade this proclamation has turned out to be premature, giving marketers ample reason to be skeptical. The difference looking forward to 2011 is that this is the first time that consumer behavior and mobile platforms have reached sufficient scale for mobile to move beyond an emerging media tactic for mainstream marketers. To help guide marketers during this exciting time of transition, we’ve published the Mobile Marketing Playbook. Our comprehensive strategic report aims to help marketers evaluate the opportunities available, determine which ones are best for their brands and develop a strategy following best practices for achieving success in mobile marketing.
Specifically, the aim of the Mobile Marketing Playbook is to help marketers:
• Work within a framework for establishing a set of clear objectives for their mobile marketing strategy
• Move beyond the checklist approach with a filter for evaluating the myriad of opportunities within mobile
• Think of ways to use mobile to merge online and offline strategies, as a hub that bridges the gap
• Encourage a dialogue about what matters in mobile now, and what’s ahead for this new and exciting medium
In addition to leveraging the insights from members of the 360i mobile marketing team, the Playbook also includes guest commentary by industry luminaries Noah Elkin (Senior Analyst at eMarketer), Mickey Alam Khan (Editor in Chief at Mobile Marketer), Valerie Brown (Director of Consumer Marketing at Bravo) and Naoki Muramatsu (VP, Digital Business Development of Dentsu Holdings USA).
Guerrilla Marketing, 4th edition: Easy and Inexpensive Strategies for Making Big Profits from Your Small BusinessWhen Guerrilla Marketing was first published in 1983, Jay Levinson revolutionized marketing strategies for the small-business owner with his take-no-prisoners approach to finding clients. Based on hundreds of solid ideas that really work, Levinson’s philosophy has given birth to a new way of learning about market share and how to gain it. In this completely updated and expanded fourth edition, Levinson offers a new arsenal of weaponry for small-business success including* strategies for marketing on the Internet (explaining when and precisely how to use it)
* tips for using new technology, such as podcasting and automated marketing
* programs for targeting prospects and cultivating repeat and referral business
* management lessons in the age of telecommuting and freelance employees
Guerrilla Marketing is the entrepreneur’s marketing bible -- and the book every small-business owner should have on his or her shelf.
Write a comment
