Prospecting is still important in the 21st century. Thus, in this Expert Insight Interview, Tony Morris discusses how to do proper prospecting. Tony Morris is an experienced international sales speaker and trainer, the Founder of TMI Training Academy, and published author of five books.
This interview explores:
- Positive Mindset
- Setting Goals
- Acting during Crisis
People usually have a negative feeling about prospecting simply because they fear rejection and they have a lack of knowledge of how to articulate their value and differentiate themselves. The important thing to do is to invest time to learn the skill of prospecting. Firstly, the rejection might mean that you have a wrong target audience. After you found your niche, find a way to explain to them how you can help them to solve a problem or to achieve a goal, and then back it up with a success story. Show them that you are enthusiastic, passionate, and confident in what you do. The worst that can happen is for the customer to say no, but even from rejection, we can get a valuable lesson. The research shows that in over-the-phone communication 83 percent is how you sound, and only 17 percent are the words you are saying. Furthermore, no matter who you speak with, it is important to be on top of your game all the time because sometimes work with smaller clients can introduce your path to the bigger fish. Every client brings value, and it is important to set our mindset on that.
Set the Goals
For the successful phone call, it is important to do the due diligence before the call and to have set goals for the call itself. It is our responsibility to do the research such as reading the articles and to get to know the client we are calling such as adding the LinkedIn account, so that call does not feel like a cold call for a client. And the call set different goals. The primary goal could be setting up a Zoom meeting with decision-makers, and the secondary goal could be getting at least their contact information. That way we do not limit ourselves to only one possible outcome, but we are open for different outcomes and opportunities.
Take the Action
People use the Covid19 crisis as an excuse to avoid many things, but this is a great time to invest in yourself to learn something that will benefit you in the future. If you use the time now wisely, you will excel in prospecting when the opportunity arrives. And, the opportunity will arrive. This time can also be used to create the list of your prospects, to find out their main decision-makers and their contact information, and to simply stay in touch. Try to connect with the prospects as much as possible by keeping the camera on and having an adequate background.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.