In addition to personalization, use these prospecting tips
to help you succeed at acquiring more customers:
1)Confidence is heard: Prospects will notice confidence in your voice and it will directly affect the success of
your call. When making calls, keep in mind that the person
on the other end can’t see you and can only develop their
trust in you based on the way you sound. If you’re confident
in yourself, they will become confident in you, too.
2)Mistakes happen: If you are beginning in a new role, you may not know all the answers and may make some
mistakes. Use the calls you fumble through as learning tools
to improve your skills.
3)Know when it isn’t a good fit: Determine whether your product is a good fit for the potential customer.
If what you are selling isn’t a good fit for the needs of the
prospect, know when to back off and not push it.
4)Don’t be a salesperson: If you take on the role of a consultant rather than a salesperson, you will be able
to honestly analyze the prospect’s particular needs and make
a recommendation based on that. Be helpful and friendly.
5)Ask questions: When you don’t know the answers, don’t be afraid to ask questions. Not only will you learn
more about the product you’re selling, but you will appear
more genuine and honest when you seek out the correct answers rather than giving the wrong ones.
6)Don’t give up at the first objection: Prospects will provide objections like need, authority and budget.
Use this as an opportunity to learn more about their needs
and offer assistance based on that.
7)Stay positive: Being energetic and upbeat will come through in your voice, and your prospects will sense
that positive energy when speaking to you.
8)Use social media to your advantage: It’s always a great idea to look up the person you’re prospecting
via social media first. Not only will you gather insight on the
person, their company and their interests, but you can also
reach out to them through those forms of communication
as well. Share posts, favorite tweets and reach out on social
media before calling.
9)Do your research: Along the same lines of social media, make sure to check out your prospect’s
company website to gather insight on their business.
Understanding your buyer helps you sell them a product
that correlates with their needs.
10)Stay organized: If you schedule an appoint- ment with a prospect, make sure you keep it.
Keep a calendar and set up alerts to remind you of calls a
few minutes before they are scheduled. Effectively organize documents and notes on conversations you have so
that you can easily come back to them another time.
11)Be efficient and effective with messaging: Often, your first contact with a prospect will
come via voice mail or email. Make sure to remain upbeat
in your messaging, and keep it short, sweet and to the
point. Ensure the subject lines of your emails are effective.
12)Know your product: Research your product or service so you can effectively and clearly explain
its advantages. However, don’t overwhelm your prospect
with information about the product. Listening to what
they need will help you explain how your product can assist them with their needs.
13)Be a person: Remember that your prospects want to talk to an actual human being, not a
person reading off a cold calling script. Bring some personality into your conversation and interact in a manner that
proves to the prospect that you are committed to helping
14)Build relationships: Follow up with prospective clients and follow through with what you say
you are going to do for them. Have a system in place for
how you will follow up with your prospects and provide a
personal touch to prove you understand their needs.
15)Challenge yourself: Set goals and outline paths that you can take to attain those goals.
This will not only help you acquire more customers, but it
will help your entire team as well.