Prospecting is one of the most difficult phases in the sales journey.
But, that’s where the money is.
I remembered one time when a prospect walked me out of his office.
The good thing is that this same person later became my very great customer.
The last time I checked, my conversion rate is about 86.7%.
I am working hard to improve on this.
I want to share with you 10 THINGS TO DO DURING PROSPECTING that will aid you to convert your prospects to buyers.
1. Do not keep a prospect waiting.
It’s very bad to allow a prospect arrive at a meeting before you.
That’s one of the worst first impressions. If in case of emergency, please communicate ahead of time.
2. Do Not Condemn Other Brands While Marketing Your Own
You never get better condemning another person. If you speak evil of other brands, prospects will likely not trust you.
3. Take A Notebook With You
When prospects see you writing down what they are saying, they have an impression that you take them serious.
4. Ask open questions that encourage the prospect to share his/her opinion.
You can’t solve a problem you do not know of. It’s only through questions that you can determine the challenges of your prospects. Questions will also help you to know the right prospect.
Try your best to not to ask questions with ‘YES or NO’ answers.
Ask questions that force prospects to open up.
E.g How have you been solving xyz problem? What can I do for you that would make you accept my product/service? When was the last time you made a similar purchase, etc?
5. Allow The Prospect To Ask Questions And Prepare To Answer
Your prospect has the right to prospect you. So, allow him question you too. Sometimes, make him know that he’s asking very intelligent questions.
6. Make Direct Eye Contact
Look right into the eyes of your prospect. It shows confidence. Remember, nobody likes to give money to an amateur.
7. Prepare Ahead Of Time
If possible write and prepare your opening speech. Don’t go to your prospects unprepared. You may be seen as unserious.
8. Don’t Be Too Official
Prospects are humans too. You must have a fantastic sense of humour.
9. Do Not Condemn The Opinions Of A Prospect Even If You Disagree
Even if prospects say things that are contrary. Acknowledge it calmly before you disagree. Never be confrontational.
10. Know when to close the deal.
Do not engage in analysis paralysis. Know when the impression has become high enough to lead to a close. Ask the closing question.
