Research Customer Prospects to Improve Sales Prospecting Success

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Thanks to all of our readers for their patience while I relocated the blog

I want to send a warm 'Thank You' to all who have helped and the other readers who have been very patient while I transferred all of my blog postings directly to our website. All of my postings have been transferred. I am still in the process of transferring comments, and appreciate your continued support. Please go directly to the new blog and continue reading my articles and posting and leaving your feedback and comments. The new location is http://www.SalesRaceHorses.com/blog. Happy Hunting!

Customer Profiling Improves Sales Prospecting Results

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Build Trust and Rapport Quickly to Identify Sales Opportunities Faster

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Use This Unique Cold Calling Technique to Increase Prospecting Success

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Increase Sales Prospecting Success: Leaving Voicemails That Generate Call-Backs

How do I get C-Level buyers to return my phone calls?

Be Likable. "How," you ask, "am I supposed to do that, when I've never even met the prospect, and I'm leaving a voicemail?"

1. Match the tone and pace of that of your prospect. Pay attention to the tone and pace of the outbound message and mirror it. You may even want to listen to it a few times BEFORE you leave your message in order to get it right. People like people like themselves. This technique helps a voicemail recipient to 'relate' to you personally.


2. Get permission to speak. Please, please, please...get a referral whenever possible. Don't start your campaign at the top. If you work your prospecting campaign properly, you will have collected not only valuable situational insight, but a collection of internal contacts. Make friends with them, and ask them if you can drop their name to the Big Cheese. It's best to use a referral that your prospect will immediately recognize by name and does not require an introduction.


3. Once you have permission to speak, pay attention to ROA - Return on Attention. Your prospect will use the first 8 seconds or so to screen you out, so make sure to to catch his attention this quickly. Your research and networking have, presumably, given you some key business issues that will be on your prospect's mind. "Hi, Mr. Cheese, Rhonda Referral indicated that you might be facing Armageddon, and that our Antimatter Destripulaters might be able to help you to save a Bazillion dollars in the first month." Okay...got his attention. Now deliver...


4. Be Likable again (still)... "I know that you are very busy, and that's why I'm calling. I believe that we can help you improve this situation, and I can tell you everything you need to know in a 5 minute conversation so that you can decide for yourself if it's worth pursuing further. Call me at 555-1212. I promise that this will not take more than 5 minutes."


5. BE prepared with a 3-minute pitch for when (s)he calls back.


6. When (s)he calls. KEEP your promise! You may, of course, take more than the 5 minutes promised, BUT ONLY if you ask for and receive permission first.

More sales coaching tips and techniques

HAPPY HUNTING!