Prospecting - What do you use?

Quote:

Originally Posted by Dougd55

My experience has been that there is no easy answer when it comes to what type of prospecting works. I don't think you can simply decide what methods you will use for your business and stick with those.

The business world is always changing, and it requires testing prospecting methods on a consistent basis. What works for you now may not work in a month or two. What worked for you last year and quit working, may now work again.

Testing different methods of prospecting, tracking results, and planning campaigns is something you should do for the rest of your working life. Use what is working at the present time, drop what isn't working, and continue to test new angles on old methods.

When you find a method that works for you...run with it. Hit it hard and fast. Track the results. As long as it continues to produce results you continue to work it.

Never rely on one prospecting method to supply you with leads. Always have 'many irons in the fire' when it comes to prospecting. Some will work better than others, but if one methods brings you results on a consistent basis, continue to use it. It may only be small results, but if it's steady there is no reason to discontinue it.

I believe the 'home run' of prospecting is referrals. You simply cannot buy a good referral no matter how much money you have. It has to come as a result of a customer becoming a 'raving fan' of your product or service, and you.

When I sold floor coverings and a customer spent $10,000 on new floors I made damn sure everything went smoothly and they were happy as a lark. I called them after the job was done and made sure they were happy. I stayed in touch with them, and made sure they knew I was available for anything they needed after the sale.

And I asked them straight out if they would help me with referrals to their family and friends when they discovered they needed new flooring. And every time I received a referral that resulted in a new sale I sent the original customer a gift certificate for a good restaurant as my thank you.

If you go out of you way to 'cultivate' a referral network, you will rise above average very quickly. Referrals are powerful.

When you go to a great restaurant or see a super movie what do you do? You tell your family and friends how good it was. That's the reaction you want your customers to have when they do business with you, no matter what you sell.

Work on referrals, first and foremost...Coach Doug

Thanks so much Coach Doug,
As always great post and I look forward to your next.

Quote:

Originally Posted by Auctioneer

I picked Referal

Referals is the way to go for me aswell - Thanks for your input.

Quote:

Originally Posted by Indep Rep

For me I picked Cold Calling

Thanks for your feedback Indep Rep - What sort of Cold Calling do you do and how have you found it effective?

Quote:

Originally Posted by Salecanon

Any form of these will work, at the end of the day make sure that you are known by your locals and the people you would class as your demographic and go from there. You need to make sure you hit the ground when selling in order to rise above the rest.

I agree Mark,
By sitting on your bum and waiting for customers to come to you, you won't go anyhere - you need to get up and out there in order to be anything close to successful.

Surely the best form of prospecting will be largely dependant on your target demographics? If my target prospects were small ticket sales to housewives then I think I'd be door knocking. If I were trying to sell to the CEO's of top 500 companies then I don't think I'd get very far door stepping them

Quote:

Originally Posted by Corona

Surely the best form of prospecting will be largely dependant on your target demographics? If my target prospects were small ticket sales to housewives then I think I'd be door knocking. If I were trying to sell to the CEO's of top 500 companies then I don't think I'd get very far door stepping them

You're right that the demographics play a large part. But so does the product or service you're selling. The more sophisticated the product, the more sophisticated the prospecting method that needs to be used.

For large ticket, complex, or sophisticated products and services, prospects want to work with people they preceive to be experts. And prospects assume that experts aren't cold calling or faxing fliers.

They assume that true experts don't have to use less sophisticated prospecting methods. Unfortunately, whether their assumption is correct or not doesn't make any difference. The greatest expert in the world may be cold calling them, they still assume the person isn't an expert based on their preconceived ideas of what experts do. And as salespeople, we have to deal with the prospect as they are, not as we wish they were.

Quote:

Originally Posted by pmccord

For large ticket, complex, or sophisticated products and services, prospects want to work with people they preceive to be experts. And prospects assume that experts aren't cold calling or faxing fliers.

You can say that again.

Quote:

Originally Posted by Corona

Surely the best form of prospecting will be largely dependant on your target demographics? If my target prospects were small ticket sales to housewives then I think I'd be door knocking. If I were trying to sell to the CEO's of top 500 companies then I don't think I'd get very far door stepping them

Good point Corona, So what industry are you in and what do you use as your primary contact method?

Quote:

Originally Posted by pmccord

You're right that the demographics play a large part. But so does the product or service you're selling. The more sophisticated the product, the more sophisticated the prospecting method that needs to be used.

For large ticket, complex, or sophisticated products and services, prospects want to work with people they preceive to be experts. And prospects assume that experts aren't cold calling or faxing fliers.

They assume that true experts don't have to use less sophisticated prospecting methods. Unfortunately, whether their assumption is correct or not doesn't make any difference. The greatest expert in the world may be cold calling them, they still assume the person isn't an expert based on their preconceived ideas of what experts do. And as salespeople, we have to deal with the prospect as they are, not as we wish they were.

Great thought there Paul.

Thanks for the comments

Quote:

Originally Posted by BossMan

You can say that again.

I agree mate.

Prospecting - What do you use?

Off Topic Forum