Prospecting
Sometime we heard the salesperson may complain like the
following:
• I have run out of prospects
• There are no buyers
• I don’t have anymore leads
• I don’t know what to do next
What is the most important thing in prospecting?
The business card
Your business card is the most important things in prospecting,
how can you do business without a business card? And how
you expect the customers to remember your name and contact
numbers? As a sales person, the best is if you can include your
mobile number as well as your home telephone number so that
customer can contact you anytime. Some may said, home
telephone number is a private number, they just want to keep
their privacy. But , if you include your house telephone number,
it is trying to convince the customers that you are all the time
available for them. This can indirectly help you to increase your
sales, thus, you earn more money.
Local directories
You can get lots of contacts through local directories, you will
be shock that all those stranger can also turn to your royal
customers. Try making phone calls to the prospect at the
directories, and make appointment with them. You will be
surprise, sales can be generate from there.
Meetings or seminars
When you attend meeting or seminar, don’t just sit there, try to
make more friends there. Get to know them more. Exchange
name card will be a good idea and try to ask them out to
discuss more about the product you want to sell.
Public places
When you are at public places like in the bus or hotel lobby
waiting for someone, just smile at the person next to you. And
introduce yourself to them. Sometime you may even close the
sales on the spot. The same applies to departure lounge at
airport, bus station or taxi stands, just get you name card
exchange with the people you meet there, extend a handshake,
and start talking to them like your friend to break the ice.
Referral
Your existing customer who is very happy with your service can
always introduce their friend to you. Am sure they want their
friend to enjoy the products or services they are enjoying now.
And don’t mind to introduce you to their friend. The best is ask
your customer to call their friend in front of you and make
appointment on the spot. If they can accompany you to meet
their friend, it will be better. Because their friend don’t know us,
so if your customers are there, his friend your feel more
comfortable rather than you go alone to visit his friend.
If you happy customers are not able to go with you, try to get
the contact from him, ask him more detail about the person
they recommend, just the basic info like, how many family
members they are, their financial status, their job, hobbies
etc..At least you know what topic to talk to his friend when you
meet.
Good luck