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Monthly Archives: January 2006

According to 82% of sales execs, top-notch prospecting skills are the key to boosting sales.

To ensure your prospecting efforts are the most effective, you should use a profile of your “dream customer” to focus on the strongest and hottest leads.

Diane Carter
CEO, sam101.com

You need to get creative with your prospecting. You should consistently look for new ways to get more leads from the same old sources:

a) Conferences – While everyone else is using breaks to check voicemail or e-mail, you could be networking with prospects.

b) Conferences – Try getting on the speaker’s radar by asking a sharp question during the session.

c) Industry experts – You should tap into these people’s knowledge and connections by building a professional relationship with them and referrals will come in a steady stream.

d) The prospect’s customers – developing trusted relationships with his or her customers and then getting (asking for) a referral.

The key to staying ahead of your competition is being in the right places and uncovering potential clients needs in their early stages. Following the pack won’t get it done. It’s vital to take the additional steps and develop new lead sources.

What are some of the unusual places you have uncovered hot leads. How did you find them? Have those sources produced other results? What other ideas or sources could you try?

Diane Carter
CEO, sam101.com

With an effective strategy to qualify prospects, salespeople can keep their pipelines full and generate new sales over and over again.

Do you use a customer profile to qualify and prioritize prospects? If not, what tools help you sort out hot (warm) and cold leads?

“Salespeople need to do more than spot and qualify the best leads; they need to position themselves to pursue the right prospects at the right time.”

Please share with us – how you do that?

Diane Carter
Creative Coach & CEO, sam101.com

If you want an idea of the problems faced by your clients and prospects that use your product or service in a particular way, you need a detailed picture of how they use your product or service:

• The needs that the product or service addresses;
• How product or service solves the clients and prospects problems;
• What problems or annoyances remain; and
• How happy the clients and prospects are with the overall experience.

Once you have this picture you can review your list of the kinds of clients and prospects who might be interested in your product or service and refine it down to the clients and prospects who have those needs, those problems and who will be interested.

Now you’re halfway to getting customers you will not have to sell to.

Diane Carter
Creative Coach & CEO, sam101.com

If you want an idea of the problems faced by your clients and prospects that use your product or service in a particular way, you need a detailed picture of how they use your product or service:

  1. The needs that the product or service addresses;
  2. How product or service solves the clients and prospects problems;
  3. What problems or annoyances remain; and
  4. How happy the clients and prospects are with the overall experience.

Once you have this picture you can review your list of the kinds of clients and prospects who might be interested in your product or service and refine it down to the clients and prospects who have those needs, those problems and who will be interested.

Now you’re halfway to getting customers you will not have to sell to.

Diane Carter

There are many businesses, which are successful at selling. They hire good salesmen and they sell a lot of products. Small business owners are often not good at selling and good salesmen are expensive not to mention hard to find. Turning the process around and becoming customer and market oriented is a good alternative. I, personally, hate selling and I am more comfortable with this style of approach and I am convinced it’s more efficient.

So if you’re not going to sell, your first step is to find people who need your product or service. For some businesses, huge numbers of groups immediately come to mind and for others; it is an effort to come up with half a dozen. It’s a good idea to review the following questions and take your time to answer them as honestly as possible, this will help you understand more clearly who your potential customers are and why they need what you have to offer.

Again take your time and be honest, no one will see the list but you. By the way, if you answer these questions in 3-minutes you’re not exploring all your options.

Ask yourself the following questions:
• What is my product or service used for – who does that?
• How is it used – who uses it that way?
• When is it used – who uses it then?
• Where is it used – who uses it there?
• Why is it used – who uses it for that reason?
• Who else supplies it – who buys it from them?
• How else can use it – – who uses it that way?
• When is it used like that – who uses it then?
• Where is it used like that – who uses it there?
• Why is it used like that – who uses it for that reason?
• Who else supplies it for that purpose – who buys it from them?

Diane Carter
Creative Coach & CEO, sam101.com
http://www.sam101.com/portfolio/

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