Getting the Door Opened, It Doesn’t Have to Be Difficult when you use Customer Relationship Management
Typically when you mention the word “prospecting” for to a sales rep, they cringe. At networking events, people will easily admit that it is their least favorite activity, however the successful reps have found it is critical to their success. Using Customer Relationship Management, putting together a prospecting plan, and executing on it every day will keep your business constantly coming in the door. In order to create prospecting success, we need to plan for it, utilize CRM Software, execute on it and finally, be creative.
First, the biggest mistake that sales staff make today when prospecting is doing the same thing every time they prospect. Put yourself in the prospect’s shoes, if you have twenty things vying for your attention, someone who calls you unsolicited to sell a product or service is simply not going to be a priority on your list to listen to.
Next, sales staff needs to give prospects a reason to talk with them. This can be done in a number of different ways. Use your creativity along with your CRM tool. Think about the context of the person you are trying to get the attention of. Check previous notes logged in your CRM application. Send a menu for their favorite restaurant and ask if you could have a ½ hour of their time and you’ll bring lunch. Send a stopwatch to them in a bulky envelope and tell them that you know their time is precious, but if you could have a minute you’d really appreciate it. Log any/all of these activities in CRM for future reference. Then, follow up with a phone call to see when might be a good time to get together, making sure to note this appointment in your CRM application. The message is to simply, set yourself apart! In addition, managers could even sponsor a contest internally to have reps come up with low cost alternatives that may serve as door openers to new clients.
Secondly, block out time everyday for this prospecting and measure the results. Don’t allow it to become low priority because you dislike it. The more you do it consecutively the easier it will be on you. Take on this time as a challenge. Challenge another rep to see who can create the highest number of appointments from prospecting calls in a two week period. The person that wins has to buy the other person lunch. This is just one of many ways that you can use to keep yourself fueled and keep your pipeline full.
Third, keep your energy level high. If you are making prospecting calls, get up after every ½ hour and take a walk or clap your hands a few times. This change in physiology has been proven time and time to produce better results than if you just sit and make calls without a break. You’ll find that your results will be better as well.
Finally, refer back to your CRM activities before following up after a good phone conversation or appointment. Send a note to confirm your appointment prior to, as well as after, to thank them for their time. Also include this in your CRM notes. This alone will set you apart from your competition. Many reps will not take the time to write a hand written note to let the prospect know that you appreciated their time.
Remember, there are other people who need their time and competitor may have had a conversation with them the same day.
