Prospecting tips
2. Don't script, plan. You aren't aiming for verbal gymnastics on a prospecting call; plan the call pattern with bullet points and improvise around your key ideas. Important phrases and statements will naturally flow with enough calls and experience.
3. Understand the importance of BANT. A lead needs to have the Budget the Authority to buy, the Need or interest as well as in an acceptable Timeframe. (i.e someone that tells you to call next week, month, year etc is NOT someone we should be talking to)
Only once they have gone through these qualifying hoops do they become a prospect. Only then do we start selling.
You must qualify!
4. Close early. Asking near the middle of your call gets the prospect used to you asking for the order. It normalizes this behavior because it is familiar, the close becomes much less scary.
5. Sending follow up emails, proposals, mockups is working for free. Avoid it.
6. You won't be making money tomorrow. Maybe in two weeks if you are completely new and don't give up.
7. Sell on value not price. Build more features and bonuses into your offer to inflate the perceived value. Show them the direct net returns on investment to ensure the price issue is eliminated before closing.
8. This is related to the above point, but instead of dreading to hear your most common objection you can instead bring it up FIRST and neutralize it. You can even turn it into a reason to buy. Being the most expensive for example could be seen as a sign of quality; a higher immediate price but a lower long-term cost overall.
If the prospect doesn't understand the difference between price and cost they have no reason to be in business. RUN!
Do you buy clothes for example based on price or their cost per wear? Would you rather buy a $40 shirt you would wear every day or a $10 bargin that is uncomfortable and sits in your closet? This principle applies to anything.
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