If you can close when you get in front of a decision-maker at a qualified company, but like to work hard at appointment setting for little results…
here are some tips for guaranteed sales prospecting frustration.
1. Call a really large list.
Make sure it is thousands larger than you can use in the next 3 – 6 months. Most of the list will go unused and wasted but you saved a couple cents per name.
2. Just start calling.
Don’t prioritize your calling. Don’t separate the higher probability from the lower probability or those that may buy a lot from those that may buy a little. Don’t know which are which or how to figure it out? Don’t bother. Just call.
3. Use a paper system or spreadsheet.
This is really good. Practically guarantees failure no matter how hard you work. Makes it impossible to work efficiently or to use advanced techniques. Lots of double and triple shoveling and you can’t segment your calling to allocate more time to those worth more.
4. Don’t prepare what to say.
You don’t want to sound like a telemarketer so don’t carefully prepare the best words to use to accomplish your business objectives in short phone conversations. If it takes you longer to get to the point or people keep cutting you off… so what? At least you don’t sound like a telemarketer.
5. Give people multiple opportunities to dismiss you.
Ask them if they have time and how they are right away. Great way to snatch defeat from the jaws of victory.
6. Talk only about what you want.
Don’t relate anything that might be meaningful to them, about why you are credible or the benefits you deliver. Just tell them you are great and really care and want to meet to tell them what you do and see if you can help.
7. Be certified as an official WIMP.
When people ask you to send info, call back or say they are all set, your knee jerk reaction is “Ummmmm… OK.”
8. Don’t call people very often.
It takes on average 3- 5 dials to get someone to pick up the phone, 8 – 10 dials for a really top person. Just call a few times then give up.
9. Never follow-up.
When you talk to a really good prospect but can’t get a meeting, have no Plan B automatic follow-up offer and system to communicate value and remind them you exist. When they buy from a competitor six months later, just blame them.
10. Diminish your worth immediately.
Tell them you will only take 20 minutes of their time and that you know they are busy. Don’t let them think you are worthwhile.
Best wishes for sales success,
copyright scott channell 2008-2012