Tips on Prospecting To Generate New Leads

Proactive prospecting can be much like physically exercising regularly. It’s something that you know is good for you & will produce predictable positive results yet is something that most sales people always seem to avoid

Make an appointment with yourself for one hour each day to prospect using your sphere of influence. Prospecting like anything else requires discipline. Seems like prospecting can always be put off until a later day when the circumstances will be better. Make an appointment with yourself each day to prospect.

Write down what you are going to say & practice saying it to yourself in the mirror. You will come across more confident to the person on the other side of the phone. Consider talking about something of value to the customer. It might be something related to the economy or the real estate housing market. People love knowledge & education. Provide them with information that will draw their interest.

Sales have always been a “numbers” game. You want to touch as many people as possible. Defining your target market & being organized will help you obtain your goals.

I would highly suggest having a database of at least one month’s supply of names. The time allocated for prospecting should not be wasted looking up names or deciding at that moment who you are going to talk to next. Be prepared & watch how much more productive you will become.

Remember you have set aside some time for prospecting. Work in an area without interruption. Don’t answer calls or schedule meetings during this time. As you start going through your calls you will find each call will become easier & easier. Before you know it you will feel like a pro. You will learn as you go & practice makes perfection.

When calling decide on a time slot & try to stick with it. Maybe 8:00 AM 9:00 AM 12:00 PM 1:00 PM or 5:00 PM 6:00 PM. There will be customers that seem impossible to get a hold of. You will have to set aside another time of day & try to call those customers. We are all creatures of habit Hint . They are probably in a routine between a certain timeframe so you need to try & catch them at a different time or different day.

Did you know that most success is made after the fifth call? Most sales people give up after the first call. Persistence is your best virtue.

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