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Effective Prospecting Techniques

Chapter 6 discusses the process of prospecting, which involves identifying leads and qualifying them into potential customers. It outlines various sources for leads, such as cold canvassing, referrals, and social contacts, and emphasizes the importance of planning and knowing the target audience. Additionally, it provides guidelines for making appointments with prospects, particularly through telephone communication, highlighting the need for organization and effective engagement strategies.

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4 views11 pages

Effective Prospecting Techniques

Chapter 6 discusses the process of prospecting, which involves identifying leads and qualifying them into potential customers. It outlines various sources for leads, such as cold canvassing, referrals, and social contacts, and emphasizes the importance of planning and knowing the target audience. Additionally, it provides guidelines for making appointments with prospects, particularly through telephone communication, highlighting the need for organization and effective engagement strategies.

Uploaded by

anehmfeka
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

CHAPTER 6

PROSPECTING
Prospecting starts with a lead,
which is the name of someone
who might have the potential to
buy from an organisation. Many
leads never become prospects.
Prospects are considered a very
likely set of potential customers.
(Johnstone & Marshall, 2005:131)
Prospecting
 Looking for leads, qualifying leads and
turning them into customers
 Sources most often used:
✓ Cold canvassing
✓ Leads from sales persons company
✓ Competitors
✓ Referrals
✓ Telephone prospecting
Prospecting (cont…)
 Sources most often used (cont…):
✓ Social contacts
✓ Personal acquaintances
✓ News paper leads
✓ List ofdirectories
✓ Bird dogs (Made famous by Joe Gerardi,
Sold 13001 cars in 15 Years, Guinness book
records for selling 1475 cars in 1 year)
Characteristics of a good prospect
✓ To be successful, the salesperson’s should
search for business and these should be
planned.
✓ It is vital for salespeople to know the
following:
▪ What they want to do and achieve;
▪ Which areas;
▪ Which types of customer they will visit, and
▪ When they will visit them.
Make an appointment with a prospect or customer in
person or by phone
Introduction
 Telephone is most cost effective
Comment
 If not well established customer list rather
make person appointment
Note
 In making the appointment 3 questions:
✓ Is there a best time to see prospect?
✓ What is the best place to see prospect?
✓ What is the best product to show prospect?
Make an appointment with a prospect or customer in
person or by phone (cont…)

Examples of telephone calls


1. Convey benefit
2. Ask a question
3. The good news approach
4. The solution approach
Make an appointment with a prospect or customer in
person or by phone (cont…)

Getting appointments
 Don’t like to use telephone because get
rejected
Why do prospects say “no” over
telephone?
▪ All calls are an interruption
▪ Salesperson is not interesting
Guidelines for using phone
▪ Do mental exercise before phoning
▪ Make calls in standing position
▪ Keep calls short and to the point
▪ Don’t give to much info
▪ Make approach interesting
▪ Use prospect name frequently
▪ Put smile on your face and voice
▪ Dress in business attire
▪ Be polite
Guidelines for using phone (cont…)

▪ Do not try to sell product on phone get appointment


▪ Be organized before you dial
▪ Do not waste time thinking between calls
▪ Set up appointment ten minutes before hour
▪ Practice telephone script
▪ You are there to solve problems
▪ Do what ever to see the correct persons
Guidelines for using phone (cont…)

▪ Do not try to sell product on phone get


appointment
▪ Be organized before you dial
▪ Do not waste time thinking between calls
▪ Set up appointment ten minutes before hour
▪ Practice telephone script
▪ You are there to solve problems
▪ Do what ever to see the correct persons

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