| Do you need more money? Use these tips to | | | | someone familiar that you won't have a hard time |
| increase your sales. | | | | squeezing. |
| What is a prospect? | | | | Remember your just driving information about who |
| First define what you sell? This will narrow who your | | | | you are and what you do. Don't try to sell them it's |
| prospects are. For example not everyone can drive a | | | | too hard on the phone and most people do not like |
| car. There are people to young or people to old and | | | | high pressure sales pitching on the phone. Nobody like |
| everyone in between is a prospect. Don't forget | | | | buying anything they cannot taste, touch, feel, smell, |
| teenagers grow up and buy cars though, very | | | | and see. So ask your top 5 for 5 and you get 25 |
| seldom will you prospect them. | | | | names to drive with. From there you need to |
| Why do you prospect? | | | | contact the 25 to get 2 which nets you another 50 |
| Prospecting is not selling but driving and gathering | | | | prospect. Keep asking for 2 names to drive |
| information. The more people you drive and gather | | | | information to. |
| from the better. You want them to think of you | | | | Eventually you will have thousands of people that |
| when they need what you have. Think about it! Who | | | | know who you are and what you do. I'll say all |
| knows where you are and what you are doing? | | | | people hate telemarketers but that's not what your |
| Probably only your family knows. Which is why it is | | | | doing. Always get a person's permission before you |
| the perfect place to begin prospecting. Notify | | | | start driving and gathering information. Introduce |
| everyone that will give you the time where you are | | | | yourself and how you have gotten the person's |
| and what you are doing, that is driving the | | | | information and what you do. If they give you the |
| information. | | | | time of day then gather as much information as you |
| While driving information you need to gather | | | | can. Ask the person to consider you the next time |
| information about where they are in the buying cycle. | | | | they need what you have. Simple! Just remember to |
| Are they a now buyer? A soon buyer? Or a later | | | | go at the speed of the prospect always let them be |
| buyer? That information helps turn a prospect into a | | | | in control. |
| buyer. A common telemarketing mistake is selling to | | | | Computer prospecting is very similar. You probably |
| someone not in a now buying position. If you do that | | | | have many email addresses you can use to begin |
| you will most likely turn them off for ever. | | | | with. First don't blanket or group prospect. What I |
| Prospecting is driving and gathering information about | | | | mean is individualize all your emails. For example: "Hi |
| what you sell and where. Prospecting insures that | | | | Mom, how are you? I am fine but need your help |
| you get the first opportunity when they are in the | | | | getting started, as usual. Can you forward me all of |
| now buying position. | | | | the people you have email addresses on so I can |
| When do you prospect? | | | | introduce myself to them. Thanks luv you xoxoxo." |
| Being new in sales you should develop prospecting | | | | Short and sweet to the point. Any email you send |
| into your best skill set. Building that base is the most | | | | from the emails you get from your family and friends |
| important part of your lively hood. 80% of your time | | | | should be kept to just an introduction of who you |
| should be used to prospect. Many sales people spend | | | | are and what you do. You do need to ask them to |
| to much of their time waiting or looking for a sale | | | | reply to you though to verify whether or not it is a |
| when they could be driving and gathering information | | | | good email address. |
| ensuring future activity. Once you've achieved your | | | | Social networking is a great place to let people you |
| based you can spend less time prospecting but never | | | | know where you are and what you do. Remember |
| stop customers die, leave town or switch to | | | | though no one wants to be sold something or wants |
| competitors down the street. Again the object is to | | | | spam on places like Facebook. Offer yourself up as |
| always get the opportunity for the sale. | | | | an expert to all your friends. Posts should revolve on |
| Where do you prospect? | | | | opinions you can get on products you offer. For |
| This may depend on what you sell. In most sales | | | | example: "What do you guys think of the new |
| careers you sell yourself therefore you prospect | | | | model?" I always post really hot deals because what |
| everywhere to everyone. I'm not telling you to sell to | | | | kind of friend would I be if I didn't let my friends in |
| everyone everywhere. Never should you be | | | | on something to hot to resist. Just remember social |
| ashamed to tell people what you sell. Just letting | | | | media is a place where people got to socialize with |
| them know where you are and what you represent | | | | other people and the last thing anyone wants is to |
| if they should ever want to buy. You should be their | | | | have some jerk spamming away ruining their escape |
| number one option when they are ready if you've | | | | from reality. |
| carried yourself well with a good reputation. All people | | | | Person to person prospecting is done outside of |
| are looking for a reputable, caring, and trusting | | | | work. At the gym you can let people know who you |
| individual to do business with. YOU!! | | | | are and what you do. Bowling, darts, softball, at your |
| How do you prospect? | | | | kids soccer game, birthdays, weddings, and anything |
| With so many avenues to prospect, phone, | | | | you do with other people. Drop you car ask them |
| computer, and in person. Which one is for you? I say | | | | what they do for a living. If you can get them talking |
| all of them. You need to use everything you can to | | | | about themselves (which is what most people wanna |
| your advantage. Act 1st by phoning everyone you | | | | do) they will at some point in time ask you what you |
| know. Take your top 5 family and friends and call | | | | do. Just remember you not selling, just driving and |
| them 1st. You say "that won't take long". I start | | | | gathering information about who you are and what |
| there because once you've got them on the line you | | | | you do. The next step is to take a prospect and turn |
| need to pressure them for 5 names of people you | | | | it into a lead. |
| can drive information to. It's easier to start with | | | | |