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March
10
10
Dickerson & Nieman Hot Sheet - March 2015
THE 5 MYTHS OF PROSPECTING
Done right, sales prospecting can have a huge impact on your revenue — and it doesn't take an armor suit and the courage of Prince Valiant to do it well. Just an open mind and the willingness to resist some of prospecting's most common myths. Myth #1: Prospecting is sales. Prospecting is distinct from sales, just as marketing is distinct from sales (though closely linked). Prospecting is simply about discarding unqualified leads and retaining the qualified leads that may buy your product. Myth #2: Prospecting is a numbers game. Old school prospecting relies on contacting large numbers of cold contacts. But quality supersedes quantity. Find prospects that have a propensity and possible motive to buy your product or service. Myth #3: Scripts are for kids. Too many sales people insist on prospecting without a script. But scripting lets you test which key benefits and qualifying questions work. Hint: personalize your scripts so the presentation doesn't come across as "canned". Myth #4: Prospecting takes time. It only takes a few minutes to determine if a lead is interested and can afford your product or service. Don't waste time on people who are unmotivated or unable to buy. Remember: focus is key. Myth #5: Closing happens with appointments. Too many sales reps put too much emphasis on setting the appointment. Try a subtler approach. Send your prospects an information package. This allows you to build interest and turn the lead from warm to hot.PROSPECTING IN TWO EASY STEPS
[caption id="attachment_1114" align="alignleft" width="119"] By John Manis, Edward Jones Financial Advisor[/caption] First you hit them with an in-person visit. Then you counter with two contacts in relatively quick succession. Using this method, you significantly accelerate the prospecting and selling process. Keep alternating back and forth. You can decide the appropriate interval in between contacts. Generally when I have a hot prospect I'll have a face-to-face meeting, then hit them up every two weeks with a phone call. It's a steady amount of contact that's not over the top. How do you get started? Try this simple approach. When you're visiting a new listing, walk over to the neighbors on the right and the left (you're already credible, you're selling the next door neighbor's house). Simply introduce yourself, find out the neighbor's home ownership status, give them your card and you've planted a seed. When you've made contact, move to the next step: sharing the market information you gathered for your listing in another contact ("I thought you might be interested in this same info."). If they decline, offer to send emailers. "I send out an emailer every month or two, would it be alright if I send you some information on the housing market every month or so?" The idea is that when something comes up, you're the freshest person in their head. If you knock on eight doors, you'll talk to two or three people, and you'll get one to two new names a day. Over a year that can be a lot of people, all from a fairly easy prospecting technique.
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INCREASE YOUR SPHERE OF INFLUENCE, INCREASE LEADS
[caption id="attachment_1115" align="alignleft" width="125"] by Maureen Koertgen,
Real Estate Consultant[/caption] Realtors are constantly looking to increase quality leads while spending less on advertising and marketing. In reality new real estate business comes from people you already know. A Sphere of Influence business model looks at building leads three ways: 1. Nurturing personal relationships you already have within your social circle (close friends and family). 2. Staying in touch with the acquaintances you've met. 3. Meeting new people. Nurturing your personal relationships requires personal conversations at least once every 6 to 8 weeks whether lunch, coffee, phone calls or email exchanges. Staying in touch with acquaintances usually requires more formal communications: postcards, notes, newsletters and emails to help you stay top of mind. Do that a minimum of once every two months. Lastly, get out and meet new people. The more friends and acquaintances you have, the more business you'll get. I've met clients at the Jiffy Lube, my kid's school, Walmart, the dog park, parties and my spouse's work. Realizing that every single person you encounter could be a source of business is really the key to prospecting and taking your business to the next level.
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