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Just Checking In Makes Your Prospects Check Out!
Guest articles > Just Checking In Makes Your Prospects Check Out!
by: Ryan Sarti
Prospects are busy and have plenty of things on their mind. You probably aren’t one of them. Prospects have their own list of priorities. When your priorities, and the prospects priorities, don’t align, frustration rises on both sides of the desk. Here’s how that plays out in real life.
The voicemail started from a sales rep with whom I had spoken once, about three months prior. “Hi, this is Leah from Forcedsales.com. Just checking in to see if you had any questions about our service.” Blah! Blah! Blah! Blah! Blah!
The sales rep was checking in, and I (the prospect) was checking out. I don’t mean checking out their service to see if it would help my company. Her voicemail had me checking out of the sales process as in “if there had been some interest, there isn’t any now!”
Why is that? The answer is simple. Who was that voicemail for? Was it for me to help me with a business issue or problem? Or, was that voicemail for the sales rep who is trying to generate an opportunity?
Clearly, that voicemail was for the sales rep because there was nothing in it for me. These days no one has time for things that don’t add value. Prospects are simply too bombarded with messages that don’t matter or don’t add value.
She was prospecting and it is something she had to do. Just about anyone in sales has to prospect. But prospecting is different than selling. These days, it is more important than ever to prospect the right way.
What is the right way to prospect? Give the prospect something they can use. Give the prospect a reason to engage with you. Start, nurture, and develop the conversation. Most important, listen to what the prospect says and listen to how the prospect listens to you!
You can start with pain points, or industry facts, trends, or something else that causes the prospect to think, feel, and then respond. In addition to developing rapport, trust, and credibility, you have to give them something they can use. You’ve got to add value.
As the world gets smaller and prospects have more information, the balance of power continues to shift towards prospects. That means you’ve really got to set yourself apart by being different and giving the prospect things they can use and things they can’t get on their own. When your prospecting technique gives the prospect something they can use, chances are, they will engage with you. Once they are engaged, they can begin the buying process and you can move through the sales process to help them complete their buying actions.
Just checking in for your reasons doesn’t add value for the prospect. The same is true for cold calls where the salesperson doesn’t add value or doesn’t listen. For the prospect, cold calling is an interruption and the demand for time and attention while not providing a reason. That is why, even though the Wall Street Journal didn’t run an obituary, cold calling is dead.
Unless you have an all referral business, you have to prospect to generate new business opportunities. To do that effectively, follow these simple tips and watch your results improve:
Prospecting today has changed. You’ve got to do the things that get prospects attention and add value. If you are just checking in, your prospects are checking out. Be a Prospecting Genius! Prospect the right way.
Contributor: Ryan Sarti
Published here on: 7-Sep-08