I live, sleep, eat and breathe prospecting. I LOVE Cold Calling and know how well it works. So when companies tell me ‘Sales prospecting doesn’t work’, I always disagree and say, ‘Yes, it DOES!’.
When they tell me sales prospecting doesn’t work, I know the real problem is probably not the tactic, but something else.
First, I check that they have a plan. I can’t tell you how many companies that just ‘wing’ this. Doing it when they have time, having random people do it for them, ignoring it when they aren’t successful and generally just kind of hoping something will work.
If this is the case, the first thing needed is to get a plan in place.
We help companies set up and train their own inhouse prospecting teams. Or our highly trained Cold Calling experts can do your appointment setting for you. Either way, it starts with a plan designed to meet YOUR goals.
Our plans include scripting as well as role playing to ensure proper implementation.
You can have a well-designed, highly customized plan, with excellent scripts but if your people are not following it or have no clue how to properly approach and engage with prospects, it probably WON’T work.
We train our clients’ teams so they understand what they are doing, why they are doing it, how often they need to make calls and what to say on those calls. We prepare them, monitor them, review their progress and assist as needed.
Properly trained people have better attitudes and higher success rates.
Lack of Patience
If someone is complaining that a properly implemented plan, by a well-trained team is not working, my next question is, ‘how long have they been working the plan?’ Unsurprisingly, when the answer is ‘a week’ or even, ‘a month’ the reason is that they haven’t given it enough time.
See this post for more on how Good Sales Reps Need Time to Produce.
Plant Those Seeds
Our time-proven process works by reaching out to people, continuously, over time to build relationships with qualified prospects. It is then up to you to nurture those relationships and convert them to closed sales. We can help with that as well, but it does take some time.
Some Industries have a shorter timeframe from initial call til close, than others. This is to be expected and planned for. An unrealistic expectation can lead to frustration and a pre-mature end to what would otherwise have been a productive plan.
Not sure how to set realistic expectations for YOUR team? We have extensive experience in many industries – give us a call to see how we can help YOU more effectively reach YOUR most qualified prospects and close more sales!
Sales Prospecting WORKS!
Sales prospecting isn’t a silver bullet – it isn’t a single shot, quick fix. But it does work successfully, across industries, to keep your sales funnel full of qualified leads. If you aren’t prospecting, you are leaving money on the table. Call us today at 908.879.2911 to see how we can help YOU prospect effectively to keep YOUR sales funnel full!