Prospecting can be tough. More than 40% of salespeople say it’s the most challenging part of the job, followed by closing (36%) and qualifying (22%). While it may be one of the more stress-inducing tasks of your day, when done right, prospecting can lead you to the individuals and businesses that need your promo offering.
What works best when it comes to prospecting? Jack McKissen, a thought leader and LinkedIn Top Voice, distilled some insight from the LinkedIn Learning Course, “The 52 Best Prospecting Tips.” We highlight his findings in this issue of PromoPro Daily. Read on for some quick tips to elevate your prospecting efforts.
Have integrity. Don’t let the pressure of the job change who you are. This is where success begins, McKissen says. You should always know who you are and stand by that definition of yourself, regardless of the temptation to deviate. In sales, this might mean recognizing that it takes time to build meaningful relationships rather than never taking no for an answer.
Eat the frog. Just like you should start your day completing the most difficult task, the same principle applies to prospecting. Start with your scariest prospect first, McKissen says. This could be someone you know will be harsh or difficult to please. Then, every conversation afterward will seem like a walk in the park.
Experiment with price elasticity. Instead of using the word “discount,” speak like an economist and say, “price elasticity.” This isn’t about cutting prices, but rather experimenting with different price points that customers may accept.
Learn to spot the tire-kickers. Some people just aren’t a good fit for your promo offering. The earlier you can identify the time-wasters, the sooner you can move on to qualified buyers. Remember, McKissen says, that optimism is a good thing in sales, but qualified optimism is even better.
Lean on your team. The stereotype of a salesperson is a lone wolf, driven to complete a hard task that they must accomplish without the help of others, McKissen says. The truth is much different. The best salespeople rely on the strength of their collective team. If you know a colleague is exceptional at a task, see how you can work together to maximize your talents.
Know when to walk away. As a salesperson, it’s up to you to own the sales process. If you know there’s not a deal to be had right now, walk away. Try sending a short email letting the prospect know you understand they’re not interested and that this will be your last communication. If the prospect is interested, they’ll reply back. If not, you have your answer.
Even the most experienced salespeople can benefit from refreshing their prospecting approach. Try implementing a few of the ideas above. Every prospect presents an opportunity, so make the most of each one.
Compiled by Audrey Sellers
Source: Jack McKissen is a thought leader, LinkedIn Top Voice, and writer and editor.