You Need to Prospect

It’s prospecting month so I’m gonna keep rolling out the post on this topic.

It doesn’t matter how good our products and services are if we want to sell and make money-we must first find people to sell to. Everything you and I want is reachable only if we start prospecting like our lives depend on it. 

You and I could be the greatest salesperson in the world that even knows the greatest sales secret of all-time, we could know how to SUPERFREAK a demonstration, handle all objections like a closing ninja, have hundreds and hundreds of closes in our arsenal ready to use on the spot, but what good is any of that if we have no one to use them on? 

That is the main purpose of prospecting-to get people to know about who we are. Our problem is obscurity. People need to think of our name and our company first when they have a need for merchant services. By prospecting, we can create our own economy. 

 Here are some prospecting tips I know you will find useful today: 

1. Start thinking about how you can SERVE everyone  around you.  

You are meeting someone for the first time and they ask you what you do. When you respond that you’re in sales, they immediately hesitate and become a bit guarded. The truth is the greatest salespeople hardly even consider themselves to be salespeople. They think of themselves as people who are there to serve their prospect or merchant. A prospect is coming to you because they have a problem, a need. There is something that isn’t working right that they need it fixed and they have come to you because they hope you will solve their problem. Often times though, a merchant hasn’t diagnosed or even knows about the proper solution to their own problem. That’s why you as the sales person are there. You are there to serve. Look around you. Everyone has problems. Start serving! 

2. Find a way to get in front of people.  

Are your prospective merchants  involved in community organizations, or on the boards of other companies? 

Making connections at meeting events like chamber of commerce, BNI or other local community meetings

can be a great way to get in front of the hard-to-reach decision makers.  

3. Always get referrals.  

Once when I was with one of my local merchants, I showed him a list of about ten people I was having trouble getting in front of. I asked him: “Do you know any of them and can you help me with them?” My merchant quickly scanned the list and offered to call two of the names on it. 

He immediately achieved two appointments for me that I couldn’t pull off for two weeks. Every time you make a sale, get referrals.

Even when you don’t make a sale, ask for them. The bottom line is to be successful in this industry you need to prospect like crazy, follow up continually and always ask for referrals even from your prospective merchant. 

I challenge all of you to spend the next couple of days thinking of creative methods to make yourself positively known to at least 150 new people next week.

Email or text me back what you came up with and what your results were. 

If you’re not yet on our the Free sales training Click Here. You will get detailed information on the techniques to master sales prospecting in person, on the phone,  with ready-made scripts on making sales calls.. Selling is more than just prospecting of course – but without prospecting you won’t make many sales! 

Happy Selling,

David