Many people say that a great salesperson is talkative, good
at communication and negotiate well. While this is true, the best in sales are
those that are the best at prospecting. Prospecting can be challenging,
however, those who can avoid these simple mistakes can prosper in sales. The
biggest mistake people make is not scheduling a dedicated time for prospecting.
The way author Mark Hunter describes it, most people take a shower every day,
that means you should prospect every day. Furthermore, Hunter says one of the
biggest pet peeve’s he has is sales people who are ‘one and done prospectors.’
The key to successful prospecting is in the follow up, sending a lot of
messages does almost nothing if you don’t follow them up when you do not get a
response. Next, it is important for a good salesperson to ask for referrals.
Almost any sales person knows that calling on a warm lead is better than
opening a phone book and going down the list. Few people can keep a pipeline
full if they are afraid to ask for referrals. It’s important to remember it is
not that scary to ask for referrals and to keep in mind that reminding people
the importance of referrals can make it easier to get them. Finally, the most
important thing to note is the ineffectiveness of social selling. Putting a lot
of content on social media will not lead to the phone ringing. As Mark notes,
it’s a cluttered and busy world out there and your post will not stand out
compared to the other social sellers. These are just a few of the important
prospecting tips, you can find the full list here:
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