Sales Prospecting Tips
In today’s competitive world, successful sales managers develop a strategy
that includes sales call quotas for their sales staff. These managers know that
more sales contacts mean more business which, in turn, leads to improved sales
volume.
Following are tips for effective sales contacts:
Establish Good Time Management
In order to be effective and efficient, sales reps need to be good time
managers. This includes managing administrative responsibilities, making daily
phone calls, holding internal and external meetings, and traveling. Sales reps
need to maximize the efficiency of trips by setting up meetings with as many
clients as possible.
Always Plan for Tomorrow
Keep a list of clients you want to contact. Whether to attract a prospective
client, to make a call to an existing client, or to schedule travel plans,
always keep this list handy.
Use Your Time Wisely
If you deal with clients in more than one time zone, take advantage of the
time differences. Either call the earlier time zone in the morning or use the
extra hour to call the later time zone after hours. Don’t forget to use your
commuting time to make calls, as well. Make a list of people you want to call
during your bouts with traffic.
Resist the urge to travel during business hours. For instance, if you travel
during the evening hours, you can arrive at the client’s locale the night
before and arrange a breakfast meeting. This helps you maximize your time.
Make a Powerful First Impression
You never get a second chance to make a first impression. Communication is
60% body language; 30% tone, pitch, and pace; and 10% words. Be confident of the
services or products you offer. Always show confidence so that the quality of
your product and your ability to perform is never called into question. Know
your product and your customer so that your opening statement will make them
want to learn more.
Make Customer Calls during Prime Time
Typical customer contact time ranges from 9 am to 4 pm. However, avoid
calling clients early Monday mornings and late Friday afternoons. Remember to
always ask if it is a convenient time to talk. Also, leaving brief early morning
or evening voice mails will let the client know you will be calling or stopping
by to discuss their needs.
Generate Sales and Revenue through Calls
Set a target number for daily calls or contacts with existing and prospective
clients and make sure that the required effort results in a sale. Don’t be
distracted by paperwork, emails or other busy work while making sales calls.
Understand the Customer’s Preferences
Form a pattern for contacting customers based on their preferences for
conducting business. Some clients lean toward personal conversation, while
others prefer to keep conversations on a business level. Some prefer an overview
of a product, while others are concerned with every detail. Communicating based
on a customer’s preferences will make your calls more productive. Set a goal
of meeting with your customers face-to-face as often as you can, but don't limit
yourself to contacting the customer in person.
Recognize that business and personal needs and issues affect a client’s
buying practices. Understanding and learning what these issues are will help you
know what products and services to offer.
Use E-Mail Effectively
Do not use email to avoid personal communication. Email is most effective for
letting the client know you will be contacting them in the near future.
Make the Most of Instant Messaging
Instant messaging (IM) is a relatively new form of communication on the
internet. Using IM allows sales reps to have casual conversations with existing
clients.
Use Direct Mail Wisely
Use direct mail to add a personal touch. Use it to send the prospective or
current client a personal thank you, a personalized proposal, or collateral
focused on the client’s specific needs. Avoid using direct mail to promote
your services or products.
Advertise with a Hook
For advertising to be successful, you must be able to get your idea across
quickly.
Make the Most of Business Expositions
This is a great way to meet people, but do not limit yourself to one approach
for all customers. The best sales reps are able to change their message based on
buyer and personality type.
Author: James A. (Jim) Baker
James A. Baker is the Chairman and Founder of Baker
Communications. Baker is a sales training and
development company specializing in helping client
companies increase their sales and profits. He can
be reached at 713-627-7700 or
jim.baker@bakercommunications.com.
