by Edward Vaughan
I would like to know how to get in front of more prospects
getting in front of more prospects can be about being organised so you see more people in a day or about making appointments. I'm assuming you are referring to the latter.
Making appointments is about following a system of prospecting and setting aside a dedictade time to follow it each week. After all, what you focus on expands.
If you are allocating the time maybe you are not using the best system ? Are you cold calling ? If you are how do you approach it ? Are you asking for an appointment because YOU are in the area OR are you focusing on what could be of benefit to your prospect ?
There are other ways of prospecting by the way. Maybe you'd like to take a look at the book, "Never Cold Call Again" by Frank Rambuskus ?
I'd also like to add that there were salespeople in my prevous company that saw a lot more prospects than I did, BUT none that made more sales than I did.
My focus was on respecting my prospects time and being ultra prepared when I walked in their door to meet them. Sometimes this flew in the face of accepted wisdom. I would often call for an appointment and end up in a lengthy, enthusiastic, discussion about the product and end up sending a sample to the technical people for evaluation.
Keep an open mind. It's not always about "turn more, earn more"
Hope these comments help, Greg
Return to Like to Know - free book.