5 Powerful Prospecting Techniques

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Wouldnt it be great to prospect with confidence knowing you have the plan that will help you set more appointments? Then you'll be glad you found these 5 prospecting techniques. If you use them you will be able to guarantee to make better use of your prospecting time by closing your prospects for more appointments.

Prospecting technique #1: Prospect Daily

Prospecting is like eating. If you dont do it every day youll die. With prospecting you wont actually cease to exist, however, youre business will. If you take the time to develop your prospecting techniques, prospecting every day won't seem as much of a chore. Its important to block off specific times on your calendar for prospecting activities such as technique development. phone calling, and mailing.

Treat your prospecting time the same way you would any other appointment, otherwise it will never get done.

Get focused on your prospecting activities by closing your office door and having messages taken for incoming calls until your prospecting time is up. Ive found the best time to prospect is first thing in the morning. Your fresh and it gets the most important task in the sales process done first.

Prospecting technique #2: Become a Specialist

This is the age of specialization. People want to do business with people who specialize in their particular problem. You wouldn't go to a foot doctor to have a heart bypass. And you wouldnt go to a criminal lawyer if you need to set up a corporation.

What is your specialty? Find one and use it in all your prospecting techniques. If you dont know what it is ask your past and current clients why they bought from you. They'll give you some insight into your specialty. Then use it in all your promotional pieces. Advertise it every where. Put it on your business card. Use it to attract the kind of prospects you are looking to work with.

Prospecting technique #3: Use a Script

Don't wing-it. Theres only one thing worse than listening to a salesperson read a script over the phone and thats listening to one without a script. Its important to not only have a script but to practice it until it flows from your lips. We can't recomend a better prospecting technique than this one!

You should know the script word for word without reading it. Dont read it when youre talking to a prospect, however, keep it in front of you to refer back to when you get off the track. Keep refining and making your script better and more powerful. After all it is the life blood of your sales business.

Prospecting technique #4: Sell the Benefits of Meeting With You

Many salespeople want to tell the prospect how great their company is or how great they are. People don't care about you. People want to know whats in it for them. So make sure you include in your script the benefits the prospect will gain by meeting with you personally.

Make a list of the features of your product or service and then list the benefits of each of those features. If you need some help with this your past and current clients can be a great help. The best way to get the appointment is to show them the benefits they will receive by meeting with you.

Prospecting technique #5: Dont Try to Sell Over the Phone

The purpose of prospecting is to get face to face with the prospect so you can qualify them and sell them your product or service. Thats all. Dont try to sell your product or service over the phone. The main focus of prospecting is to sell the appointment, so concentrate on that outcome.

Bonus Prospecting technique #6

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