Infographic: Ways to Prospect More Effectively

Sales play a crucial role in bringing in cash flow into the business. A business cannot sustain its daily operation without it, and without it, a business would eventually fail. One of its most important and initial steps is called “prospecting” – the process of qualifying the leads who has demonstrated the desire to make a purchase decision.

According to ringDNA, “[t]he definition of sales prospecting is when inside sales reps make outbound calls or send outbound emails to leads in hopes of creating opportunities for account executives. Prospecting can involve cold-calling as well as reaching out to nurture leads that have gone cold. Many inside sales organizations have achieved successful results by hiring dedicated sales prospectors.”

Additionally, “[p]rospectors, also known as sales development reps (SDRs) can help achieve predictable ROI by creating a steady stream of opportunities for account executives. This can be highly effective because it frees account executives from having to prospect for their own leads.  Instead, they can spend their time selling to sales-ready prospects that have been qualified by sales development reps.”

Prospecting is pivotal in closing deals, which is the reason why it must be executed in a timely manner and with proper procedures to ensure that it succeeds. Statistics tell us that there is a 74% chance that the first viable vendor will win a deal if they manage to reach a decision maker and if they manage to set the buying vision on to them successfully.

Here are the key takeaways from this infographic by Business Coaches Sydney on what it takes to prospect more effectively:

  1. Follow a consistent schedule
  2. Focus, focus, and focus
  3. Implement different techniques
  4. Create prospecting scripts
  5. Be a provider of great solutions
  6. Practice warm calling
  7. Establish yourself as a thought leader
  8. Know that prospecting is not selling

Check out their infographic to find out more.


infographic ways to prospect more effectively

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Marketing Idea #103: Selling to Salons

Marketing Ideas Selling to Salons

Are you in the business of helping small business owners market themselves? A good place to start could be hair salons and spas. They tend to be a little more “cutting edge” (heh.. pun intended..) and may see the vision you paint more clearly.

Before introducing yourself through a form letter, cold call or face-to-face meeting, get the owner’s name first! If I’m a business owner and I get a form letter addressed to “To Whom It May Concern”, I’ll pitch it into the trash and likely forget about you within 10 seconds. If you actually do show up–and if I actually remember you–I’ll see you as the lout that sent the form letter.

You can get the owner’s name easily enough. In many places, business entity registrations are public record and often available online; you just need to know where to look.

Worst case: Call up the salon and simply ask the front desk for their mailing address. You need it in order to mail them a package (if they ask, it’s regarding their marketing plan.) Once they give you the mailing address, your question is “Whose attention do I send this to?” which you can follow up with “Are they the owner?” If they’re not, simply ask for the owner’s name. Most folks will give you that information by this point in the dialog. I definitely would not send anything without getting the owner’s name. You may as well throw your stamps and envelopes into the trash yourself and save everyone the time, effort and interruption.

Better: Get your hair cut there. (Think of this as a marketing expense.) The owner is also often working in the business. Call up to make the appointment and when asked who you would like to have cut your hair, simply respond with, “The owner.” Then get their name, of course. Show up to your appointment on time and dressed for success. Get a simple trim or whatever is appropriate. Make friendly chit-chat (stylists are artisans at making small talk) and–if the question of what you do for work hasn’t come up yet–eventually ask about how business is going. Most small businesses can handle more business and since you’re in the business of helping achieve that, you use that as your segue into, “Have you ever thought about ___________?” Have some case studies and stories to tell. Whatever you do, don’t pitch them. Your mission is to ask questions and tell stories. If they’re interested, they’ll say so and it will be a reflection on the value in your dialog; not in a sneaky pitch.

By doing this, you’ve skipped the cold, cheesy form letter, brought value to your time with them, gotten their undivided attention and, hopefully, gotten a good haircut in the process.