Everyone knows and expects prospecting to be laborious. Often, we hear that it’s a “numbers game”. Well … that is true. If you don’t put in the effort/activity, you won’t succeed no matter how good your strategy and skills
For many of us, whether face to face or via a “webinar”, doing a demo is an expected part of your selling process.
This module talks about some of the do’s and don’ts.
People spend a lot of time and money developing fancy websites, shmancy power point presentations, and creative PDF’s. Sometimes, they even customize each presentation in preparation for a 1st meeting with a new prospect.
Here are
What is a COI?
COI’s are “people who know the people you want to meet”. COI’s generally don’t buy from you. They are not distributors or resellers.
Example: In my business, Consultants, lawyers, accountants,
OK … so you have just been hired into Business Development, Lead Generation or a salesperson. You are excited.
Now what? What are your next steps in finding qualified leads?
Step 1: Find
Once you know which audiences most values your offerings (see Who Should I Target module), it’s now time to create a list of possible lead sources:
Your NetworkThis is normally the starting point for most people.
Even the best salespeople can struggle to stay motivated through the never-ending business development “chase”.
Here are some ways to keep your motivation high.
Set Small Milestones
Especially in the
There are many ways to try open a new door including:
Calling (via phone)
Email
LinkedIn connection
Industry events, conferences, shows, etc.
Centres
Prospecting Ain’t Easy: 5 Quick Tips
While other modules I have go deep into prospecting or Introduction Calling techniques, this is a simple 1-page summary to help you get going and use as a reminder.