Prospecting Tune-Up™

1. Masterful Time Management: A weekly organized routine that details the consistent, non negotiable time blocks each week (or each day, depending upon your business or profession) devoted to new business development.
2. Technology and Process Management: Exciting? Maybe not but essential to your success. Some type of CRM software or time management software that also incorporates email management, tasks, your calendar and contacts. (ACT!, Outlook, Goldmine, web based, etc.)
3. Compelling Reasons: What are the top five reasons you have that are woven into your opening statement, prospecting approach or laser introduction that defuse objections and create immediate interest in what you have to say.
4. M.V.P. (Most Valuable Proposition™) - What do you offer that's so unique that no one else can claim? Here's a hint, your product really ISN'T a commodity. Think Domino's Pizza.
5. Pre-Call Planning: A system to aggregate your target call list, get focused and organized before you engage in your cold calling or prospecting efforts.
6. Target List of Prospects: Who ya gonna call? Where do you go to compile your target list? And while we're at it, who is your ideal client anyway? Tip From The Coach: Put some time aside to write out a detailed description of your ideal client; not only what you can measure (size, volume, uses your product, etc.) but what you can't (characteristics such as: open to new ideas, great communicator, ethical, decisive, candid, an actual decision maker, etc.). Prospecting works a lot easier when you know what you're looking for and have a path to achieve it.
7. Opening Statement: Also used as the introduction in your cold calling template outlining the language, dialogue and process you walk a prospect through when you get them live on the phone or face to face.
8. Powerful Questions: A list of at least 5 - 8 well crafted questions you would use in your initial interaction with a prospect that determine if there's a fit worth pursuing, uncover the prospect's goals, challenges and objectives and ultimately motivate a prospect to take the next step with you in your sales process. (These questions will also prevent you from wasting time on the wrong prospects.)
9. Prevent and Defuse Objections: The process you use to uncover the real truth and defuse any concerns/objections that may be getting in the way of moving forward with that prospect. Tip from the Sales Coach: Make a list of your top objections and then craft a rebuttal for each. Most of the time, the rebuttal should be a question, not a statement.
10. Maximize Each Call - Prospect your prospects (ask for referrals) and get permission to stay in touch.
11. Follow Up System: How do you keep your name in front of each prospect without dropping the ball or being annoying about it. Do you effectively insulate your prospects (and your current clients) from your competition up until the point when they are ready to buy from you? Strategies such as calling to "touch base," "check in" or "see if they've reviewed your collateral material" are not considered as part of an effective follow up system.
12. Qualify Next Steps/Pre-Close: Sure, we want to move each prospect to the next step. We certainly want to gauge their level of interest, time constraints, buying process, budgetary requirements and commitment to moving ahead. Any salesperson who has the ability to do so with most qualified prospects is destined for greatness. So, what's your process for doing so? And is that on paper as well?
13. Getting Through The Gatekeeper: Instead of gatekeeper, consider them the "Concierge." They really do want to help you. It all depends on how you approach them. What's your approach to making them your internal advocate rather than trying to "get around" them? Wouldn't that tick you off if someone tried to manipulate you?
14. Voice Mail Strategy: Craft a minimum of 5-6 unique voice mails that get you consistent return calls. That means each voice mail needs to present a compelling reason that's going to motivate the prospect to stop what they're doing and make returning your call a priority. Now you can understand why the following approach amazingly just doesn't work. "Hi, this is John with AB Company. I want to talk to you about scheduling a time for me to come in and spend two hours boring you to tears with my presentation. When you get a chance can you please call me back?"
15. Prospecting System: What's the process and frequency of steps you follow to find new qualified prospects; including how you target a suspect, how you initially contact and qualify them and the following steps that guide the prospect all the way to the point of buying something from you? (EX: Step 1. send a letter/email, Step 2. make a call to the targeted prospect, Step 3. if there's no answer, leave voice mail template #1, etc.)
16. Laser Introduction (a.k.a. "elevator speech"): When networking or during a social event, how do you introduce yourself that stimulates conversation and gets people interested in what you do?
17. Bridging Calls: When following up with a prospect, do you have something to say that's more compelling than, "Hi this is Sue. I'm calling just to follow up and see if you (received my information, proposal, have an interest in buying something from me, etc.)." Do yourself a favor and scratch these types of sentences from your approach.
18. Referral Program/Referral Team: You can always use more referrals, right? So, what are you doing each month to earn them? Have you set up your referral team? Launch a consistent referral program? Do you have a comfortable and infallible approach to asking for referrals? Are you effectively communicating any possible benefits you can offer to those people on your referral team that would motivate them to provide referrals to you?
19. Position Yourself As The Expert: If you really want more business and feel that you're willing to do what it takes to get it, then consider positioning yourself as a valued resource in your industry or profession. Then, the business comes to you.
20. Testimonials: Results from clients speak volumes. A readily accessible list to show your prospects goes a long way regarding your credibility.
21. Templates and Letters: Do you have your introductory and follow up letters, emails and collateral material on hand and easily accessible? Have you taken the time to craft the most compelling letters/emails that you use consistently?
22. Manage a Healthy Prospecting Mindset: Developing your skills and strategies is only half of the success equation. To generate greater results, you need to change what you do AND how you think. Are you thinking like a Top Producer? Chances are, you're harboring limiting beliefs that you are not even aware of that are getting in your way of reaching peak performance. Boost your self confidence, easily handle rejection, make fear your ally and eliminate call reluctance.