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How to Call on a
Prospect
When making a sales call on a prospect, you must first study their
habits. They are human after all, and it's human nature to be
creatures of habit and repetition. One way of developing a plan of
sales calls is to list all of your prospects, and organize them
into different groups. Self-employed, business executives, and
purchasing agents should occupy one group, Professionals in
another group, and prospects employed by others in a separate
group.
When you have completed the list and groups, assign each prospect
their own file. Using CRM Software is a great way to keep all of
this information straight. Keep track of as many details that you
can. Be sure that all of the information is accurate and correct.
If you misspell a prospects name, it will reflect badly on you
when your mispronunciation of their name conveys carelessness.
Try to determine the best time to approach these prospects and try
to determine the best psychological moment to make a call. The
correct scientific time and psychological moment will coincide
with each other, and allow you the best opportunity to make a call
to this prospect.
The following is a short list of when to call on certain types of
prospects.
Executives and Self-Employed prospects after 10am and between
2pm and 5pm
Medical Professionals 9am to 12 noon and 1pm to 4pm
Dentists Before 9:30am
Lawyers between 11am and 1pm and between 4pm and 5pm
Financial persons Before 10am and after 3pm
Contractors before 9am after 4pm
Teachers between 6pm and 7pm
CPA-- anytime, although January 15th to March 15th is bad time for
them.
Druggist and Grocers between 1pm and 3pm
Make a Good First Impression
It shouldn't go unsaid that a prospect's first impression of a you
can affect your sales outcome. IT most important when meeting a
business person, as often times they will refer you to others and
give you sales leads if they have a fond first impression.
However, if the opposite is true, you may find it hard to make a
sale in the district that prospect resides in.
Be Sure to Not Offend
There are many common courtesy ideas that should be adhered to
when making a call to a prospect. Always use their full name if
possible. Take into consideration the prospects feelings and
inclinations when entering their business or place of work.
Remember to always check your breath, and eat a mint if need be.
Paying a compliment in the prospects immediate environment can be
a great way to win over a prospect's sale. Be humble and dignified
and be courteous.
Keep track of times that you have called on a prospects associates
in the same office. Try to co-ordinate the same times if possible
for them as well so as to show consistency and thoughtfulness.
Take the time to gain an interest in your prospect, as this will
be much more effective in gaining sales rather than trying to get
the prospect to be interested in you and your product or service.
Lastly, remember that your presence is only acceptable at the
behest of the prospect. Most times you will make cold calls upon
these persons and they will only tolerate you and their story if
you remain courteous to them, their business, and their
associates.
Source:
http://www.topcommission.com |
