High-Profit Prospecting

This is a workshop that I imparted about prospecting principles.

Doing Outbound prospecting is one of the hardest activities and responsibilities in sales. When we first encounter this challenge it can be hard to know how to execute it and how to avoid mistakes that lengthen our sales cycle. This workshop presentation briefly goes through some of the high-profit prospecting tactics you can apply right away to get going.

You view this article on Youtube.

How to properly plan your daily activities for maximum profit.

• 25% of your daily activities should comprise on building a targeted list of prospects
• It’s not about the initial contact, it’s about consistency
• Not once, not twice. Do it 12 to 15 times before discarding a cold lead
• Have a prospecting plan. What steps are you going to take to obtain commitment to explore options?

This is an example schedule you can use as a guide on what priorities to work on.

How are you deciding who gets your time?

Separate prospects from Suspects

• Have they told you they are going to make a decision? Is there a decision to make?
• Have they shared with you a piece of proprietary information?
• Do they have a need you can help them with?
• Are you sure they are the decision maker?
• Do they have the financial ability to buy?
• Has one of our competitors already clearly developed the customers expectations?
• Ask the person if they would do something for you…

Analyze why are you loosing deals to understand what to improve when prospecting.

How to plan your initial contact with prospects.

Planning initial contact:

• Ii won’t take 1 or 2 calls. It can take 4–6 weeks to build a successful rapport
• Plan multiple approaches & keep a record of what you’re saying
• Find out 1 piece of information about the company or person your talking to, leverage that for a second call
• The goal is a “first date” to qualify & advance the deal

Best Practices for Cold Sales Calls:

• Never make the purpose of the call “I’m just checking in” or “I thought I would see how’s it been”
• Provide insights, information, value
• Have 3 questions ready or 3 benefit statements
• Be prepared, regardless of how the call is answered
• Speak with energy and believe in yourself and the product/service
• If the door closes on you, find a different door
• Never give up!
• Leave a voicemail!

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Why use Voicemail?

• Can be used as advertising
• You can leave a message at different times of the day
• The prospect can listen to the messages at a convenient time
• Only include 3 things: a greeting, a CTA, your contact information
• Keep it 15 seconds or less
• Give a reason to call back
• Give value with a short statement
• Note messages in your CRM to reference later

Email Communication & Connection

• Email content = WhatsApp Content or for a call, or voicemail, or for a LinkedIn message…
• Email is not a substitute for the other channels
• Don’t send shopping lists: functionality, product features, product plans, etc.
• Does my email have a CTA?
• Does it carry a benefit they can relate to?
• Does it have a personal connection?
• 50% effort on the subject line, 50% effort on the content of the email

Strategies & tactics to ask for referrals.

Step 1. Ask for the referral

• Make it part of your closing proces
• Ask when they sign a contract
• Ask after they make the payment
• Ask after the implementation is successful
• When in your process do you create a pleasurable experience? Ask there

Step 2. Connect with the referral

• The person who have you the name should connect the 2 of you
• Follow up ASAP
• Meeting = great!!
• Email = ok…
• Contact info only = bad referral

Step 3. Keep them in the loop

• Don’t keep the person who gaev you the referral in the dark
• Encourage them to help you move through the organization

Step 4. Be appreciative

• Ask how you can help them