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Start Your Prospecting Efforts at the TOP, Otherwise Your Really Just Wasting Your Time!
Many sales professionals contact very low-level sales prospects. Guess what happens next? If you aim low then you will get all the scraps, however, if you aim for the STARS, the MOON and the SKY then you will reap the rewards of cold calling at a much faster pace!
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"The greater danger for most of us lies not in setting our aim too high and falling short; but in setting our aim too low, and achieving our mark."
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I have no interest in this ezine, it's a waste of my time, please take me to your leader!
Below are a list of questions that you need to start thinking about before you pick up the telephone to prospect for new business opportunities.
- Do you have the name of the business owner at the company that you're targeting?
- Are you asking for the business owner and if not, then why not?
- How large is your spectrum of sales prospects? What is your defined territory?
- Do you have a rolling list OR PIPELINE of TOP SALES PROSPECTS?
- How many current customers do you have and how many more do you really want?
- What is the make-up of industries in your current clientele?
- What are the most lucrative customers to you?
- Who currently has the potential to refer you business?
- How many times will you try a sales prospect before you give up?
- Where are you locating your sales prospects? What websites do you use?
- Who are your top five competitors?
- What competitive edge do you have over these competitors?
- How is your day broken down? What percentage of your time is spent doing administrative tasks, prospecting and if applicable calling on existing clients?
- How can you help your prospect grow their business?
- How can you help your prospect save money?
- How can you help your prospect make money?
- How can you help your prospect save time so that they can focus on their core job responsibilities?
- How can you help your prospect protect their personal and/or business interest?
- What is your average sale and what can you do to increase that number?
- How much resarch do you do prior to each call? If you don't do any then why not?
- What objections are you receiving from your prospects and how have you responded to them? Have you made a list of objections and sales rebuttals?
- How many calls are you making each day? How many calls are you making each week?
- How many of these calls are "active and engaging" conversations?
- How many appointments are you setting each week and how many in person meetings do you have this week?
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