{"id":47288,"date":"2021-09-07T05:10:00","date_gmt":"2021-09-07T09:10:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=47288"},"modified":"2021-09-21T13:39:22","modified_gmt":"2021-09-21T17:39:22","slug":"prospecting-tips","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/prospecting-tips\/","title":{"rendered":"Prospecting Tips to Help You Clinch More Deals"},"content":{"rendered":"\n<p>Do you want to level up your prospecting game? What are some things you can do to increase your chances of converting a prospect into a customer?<\/p>\n\n\n\n<p>Asking a prospective customer for an appointment is probably the most stressful and least-liked aspect of selling, and it\u2019s the part that most often causes people to leave the profession. However, the good news is that prospecting is a skill and can be learned, practiced, and honed.<\/p>\n\n\n\n<p>In this article, we&#8217;ll take a look at some <a href=\"https:\/\/www.shortform.com\/blog\/sales-prospecting-tips\/\">prospecting tips<\/a> that can make your cold calling more effective.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\">Prepare to Prospect<\/h2>\n\n\n\n<p>The first step in the selling process is getting an appointment. To do so, you\u2019ll usually have to <em>cold call<\/em>: Call up strangers and get them to agree to meet with you so that you can show them your product or service.<\/p>\n\n\n\n<p>Before making a phone call, mentally prepare so that you know exactly what you\u2019re going to say, and you\u2019re in the right frame of mind.<\/p>\n\n\n\n<p>Plan every word of your opening statements to a potential customer. People make decisions quickly and on first impressions, and you only have about 30 seconds to convince a new customer not to reject you. Research shows that the first 15 to 25 words you say set the tone for the rest of the conversation. Therefore, don\u2019t call up a customer and just try to \u201cwing it.\u201d Know what you\u2019re going to say, and <a href=\"https:\/\/www.shortform.com\/blog\/mentally-rehearse\/\">mentally rehearse<\/a> it ahead of time.&nbsp;<\/p>\n\n\n\n<p>Then, before making your call, access <a href=\"https:\/\/www.shortform.com\/blog\/your-subconscious-mind\/\">your subconscious mind<\/a>:&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Repeat positive <a href=\"https:\/\/www.shortform.com\/blog\/affirmation-and-visualization-7-habits\/\">affirmations<\/a>: <\/strong>\u201cI like myself! I love my work!\u201d<\/li><li><strong>Visualize speaking with your prospect:<\/strong> See her smiling and agreeing with you. Think back to a recent positive interaction with a customer, and remember the feelings of satisfaction that incident gave you.<\/li><li><strong>Stand up: <\/strong>Standing up gives you energy and makes you feel in command. You\u2019ll sound authoritative and believable.<\/li><li><strong>Smile: <\/strong>The person on the other end of the line can tell if you\u2019re smiling. With a smile, you project sincerity and energy.&nbsp;<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Speak to the Right Person<\/strong><\/h3>\n\n\n\n<p>One of the most important prospecting tips you can take away is to speak to the right person\u2014the person who deals with your product or who makes <a href=\"https:\/\/www.shortform.com\/blog\/buying-decisions\/\">purchasing decisions<\/a>.&nbsp;&nbsp;<\/p>\n\n\n\n<p>Ask whoever answers the phone for the correct contact. For example, if you\u2019re selling a sales training program, ask for the name of the person responsible for the sales force. Then ask to be connected to that person.&nbsp;&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Grab Your Prospect\u2019s Attention<\/strong><\/h3>\n\n\n\n<p>Immediately grab your prospect\u2019s attention by emphasizing the benefits she can expect from your product. Don\u2019t mention the product itself\u2014only the benefits.&nbsp;<\/p>\n\n\n\n<p>For example, don\u2019t lead with, \u201cI sell XYZ training software\u2014may I come in and meet with you about it?\u201d Instead, say, \u201cWould you be interested in a proven method of increasing your sales by 40 percent over the next year?\u201d Your opening statement should elicit replies of \u201cReally? How?\u201d&nbsp;<\/p>\n\n\n\n<p>To lead with the right benefit, you\u2019ll need to infer the benefit she\u2019s going to care most about. Although you haven\u2019t spoken with her before, you can make an educated guess about which benefit that is: You know your product\u2019s overall features and which ones your customers tend to care most about. You\u2019ll also know your prospect\u2019s industry and the typical challenges she faces.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Assure Your Prospect You\u2019ll Be Quick<\/strong><\/h3>\n\n\n\n<p>No one wants to commit to a long <a href=\"https:\/\/www.shortform.com\/blog\/sales-presentation\/\">sales presentation<\/a>. Therefore, right off the bat, let her know you\u2019ll only need 10 minutes of her time. This puts her at ease and lets her know what to expect.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Counter Objections<\/strong><\/h3>\n\n\n\n<p>When cold calling, you can expect some common responses and objections, for which you should prepare responses. Common objections include:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>\u201cNot interested\u201d: <\/strong>If a prospect says, \u201cWe\u2019re not in the market for that,\u201d <strong>offer them <\/strong><strong><em><a href=\"https:\/\/www.shortform.com\/blog\/social-proof-examples-cialdini\/\">social proof<\/a><\/em><\/strong><strong>: proof that others value your product. <\/strong>People respond to the opinions of their peers.<strong> <\/strong>You might say, for example, \u201cI understand. Most people in your industry felt the same way when I first called them. But now they\u2019ve become our best customers, and they recommend us to their colleagues.\u201d&nbsp;<\/li><li><strong>\u201cSell me now\u201d: <\/strong>Sometimes a prospect asks for more details of your product, wanting you to essentially run through your presentation right then on the phone. Resist the urge: <strong>At the prospecting stage of the process, you\u2019re not selling your product. You\u2019re only getting an appointment. <\/strong>Over the phone, you don\u2019t have the customer\u2019s full attention, and you can\u2019t properly present or respond to objections. Thus, if a prospect says, \u201cCan you tell me more about it now?\u201d, respond with, \u201cI would love to, but I have some things I need to <em>show<\/em> you so you can see how this product can help you.\u201d&nbsp;<\/li><li><strong>\u201cMail me something\u201d: <\/strong>Sometimes prospects ask for more material in the mail so that they can <a href=\"https:\/\/www.shortform.com\/blog\/be-decisive\/\">make a decision<\/a> at a later time. Unfortunately, if you mail them information, they will most likely throw it away without serious consideration. Instead, <strong>offer to drop off the materials when you\u2019re in the area. <\/strong>Suggest a time: \u201cI can stop by Wednesday morning\u2014will you be around?\u201d<\/li><li><strong>\u201cCall me back later\u201d: <\/strong>Sometimes a prospect will tell you to call back at another time to set up an appointment. Typically, if you agree to this, you\u2019ll never get her on the phone again: Every time you call back, the person who answers the phone will tell you she\u2019s in a meeting. Instead, <strong>suggest a meeting time, and assure her she can cancel later if she needs to<\/strong>: \u201cWhy don\u2019t we just set something up real quick, and if anything comes up later, we\u2019ll reschedule. Would Thursday at 2 work for you?\u201d&nbsp;<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Don\u2019t Pressure<\/strong><\/h3>\n\n\n\n<p>When you\u2019re trying to obtain an appointment with a potential customer, you\u2019re guaranteed to fail if your customer feels pressure. Assure her she\u2019ll be under no obligation to buy anything if she meets with you: Say something like, \u201cI\u2019ll show you how my product can help you, and then you can judge for yourself.\u201d&nbsp;<\/p>\n\n\n\n<p>In addition, don\u2019t try to trap the prospect into making an appointment by offering a choice of two meeting times. For example, some salespeople try to get their targets to agree to a meeting by phrasing their request like, \u201cI have two open slots, one on Thursday at 9 and the other on Friday at 3. Which works better for you?\u201d A customer will feel like she is being manipulated, and you will lose credibility. She\u2019ll usually respond by shutting you down. You can certainly offer a general choice of times, but be friendly, polite, and low-pressure about it: \u201cWould around 10 on Wednesday work for you, or maybe Thursday afternoon?\u201d&nbsp;<\/p>\n\n\n\n<p>You can also simply phrase the question as, \u201cWhen would be a good time for you?\u201d&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Confirm the Appointment<\/strong><\/h3>\n\n\n\n<p>Before heading to an appointment that you\u2019ve previously made, call ahead to confirm it. Many salespeople are reluctant to do so, fearing the customer might cancel it if given the chance, but often, customers end up not showing up for scheduled appointments because something has come up\u2014for example, they\u2019ve been called out of town or have a last-minute meeting. It\u2019s better to know of these cancellations before you show up because you\u2019ll have a better chance of rescheduling them.<\/p>\n\n\n\n<p>To confirm an appointment, simply call or email your prospect and let her know you look forward to meeting with her at the scheduled time. Alternatively, you can call the company itself and leave a message with the receptionist that, again, you\u2019re looking forward to meeting with your prospect at the scheduled time, and ask the receptionist to please pass along the message.&nbsp;<\/p>\n\n\n\n<p>If your prospect does cancel, reschedule the meeting immediately by offering alternative dates and times.&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Do you want to level up your prospecting game? What are some things you can do to increase your chances of converting a prospect into a customer? Asking a prospective customer for an appointment is probably the most stressful and least-liked aspect of selling, and it\u2019s the part that most often causes people to leave the profession. However, the good news is that prospecting is a skill and can be learned, practiced, and honed. In this article, we&#8217;ll take a look at some prospecting tips that can make your cold calling more effective.<\/p>\n","protected":false},"author":7,"featured_media":23906,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[29,103],"tags":[473],"class_list":["post-47288","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-career","category-sales","tag-the-psychology-of-selling","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Prospecting Tips to Help You Clinch More Deals - Shortform Books<\/title>\n<meta name=\"description\" content=\"Do you want to level up your prospecting game? Here are some sales prospecting tips that can make your cold calling more effective.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.shortform.com\/blog\/prospecting-tips\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Prospecting Tips to Help You Clinch More Deals\" \/>\n<meta property=\"og:description\" content=\"Do you want to level up your prospecting game? Here are some sales prospecting tips that can make your cold calling more effective.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.shortform.com\/blog\/prospecting-tips\/\" \/>\n<meta property=\"og:site_name\" content=\"Shortform Books\" \/>\n<meta property=\"article:published_time\" content=\"2021-09-07T09:10:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-09-21T17:39:22+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/man-phone-call-business-scaled.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"2560\" \/>\n\t<meta property=\"og:image:height\" content=\"1707\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Darya Sinusoid\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Darya Sinusoid\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.shortform.com\/blog\/prospecting-tips\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/prospecting-tips\/\"},\"author\":{\"name\":\"Darya Sinusoid\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46\"},\"headline\":\"Prospecting Tips to Help You Clinch More Deals\",\"datePublished\":\"2021-09-07T09:10:00+00:00\",\"dateModified\":\"2021-09-21T17:39:22+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/prospecting-tips\/\"},\"wordCount\":1350,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/prospecting-tips\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/man-phone-call-business-scaled.jpg\",\"keywords\":[\"The Psychology of Selling\"],\"articleSection\":[\"Career\",\"Sales\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.shortform.com\/blog\/prospecting-tips\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.shortform.com\/blog\/prospecting-tips\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/prospecting-tips\/\",\"name\":\"Prospecting Tips to Help You Clinch More Deals - Shortform Books\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/prospecting-tips\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/prospecting-tips\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/01\/man-phone-call-business-scaled.jpg\",\"datePublished\":\"2021-09-07T09:10:00+00:00\",\"dateModified\":\"2021-09-21T17:39:22+00:00\",\"description\":\"Do you want to level up your prospecting game? 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