How we change what others think, feel, believe and do
Prospecting - Building an Advocate Army
Guest articles > Prospecting - Building an Advocate Army
by: John Boe
The single greatest concern facing all salespeople is prospecting for new business. As a commission salesperson, your livelihood is directly dependent on your ability to prospect effectively. Do you consistently ask for referrals? To be successful in the sales profession you need assistance from your clients in the form of referrals. Average salespeople do not invest their time nor spend their money developing clients into advocates. An advocate is a person that will go out of their way to recommend you to their friends and associates. Obviously the more people that are saying good things about you and your company in the marketplace, the more sales you will make! I have never seen a salesperson leave the profession because they had too many qualified prospects to work at one time. Building an advocate army doesn't happen over night, but the time, money and effort required to develop advocates is certainly worth it. Most clients are initially reluctant to provide referrals and need to be encouraged and trained. Cows don’t give milk; you’ve got to work for every drop. To become effective, advocates need to be trained and motivated. Advocates aren't born they’re developed!
How do I go about finding my advocates?
After I’ve identified my list of advocates and potential advocates, what do I do next?
How do I train my advocates to prospect effectively?
John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 877 725-3750. Free Newsletter available on website.
Contributor: John Boe
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