Professional Prospecting – Blog

Earning your prospects trust: Tip #3 Proof

From the Desk of Joe Prospect If you say you perform better than your competitors, attach some numbers to that claim please. How long do you retain your average client relative to your industry? Do you calculate ROI on your service? What percentage of your business comes from referrals? How fast is your company growing?My biggest fear is making another in the long series of bad purchasing decisions I have made over the course of my life. Every piece of evidence you…

Getting your prospects to trust you tip #2: Who you know

From the Desk of Joe Prospect Trust in sales is critical and it is made up of several things. Previously I mentioned “consistency” as being one of the key components you need in your marketing to get your prospects to trust you.   You have to be in front of your prospects on a regular basis so they come to trust that you are a stable long-term company.  And your marketing message has to be consistent so you don’t confuse your prospects…

Gaining your prospect’s trust: Tip #1 Consistency

From the Desk of Joe Prospect How do you get your prospects to trust you?This really is the million dollar question.  When it comes right down to it, selling is all about getting your prospects to trust you.So what makes me trust you more than the next guy who is selling your product or service?Let’s assume that I have not met you personally and you have to get me to trust you enough to want to talk to you. The…

Appointment Setting Tip #3: Understand and respond

From the Desk of Joe Prospect Previously I told you that if you want to get an appointment with me you have to tell me what you are going to do for me without telling me how you are going to do it. And then you tell me you only need 5 minutes of my time for the appointment so I feel the process is going to be relatively painless. What happens after you ask for the appointment? Well of…

Appointment Setting Secret #2: Make it painless

From the Desk of Joe Prospect Here is the picture that comes into my head when I receive a call from  a salesperson trying to book an appointment with me. I see myself sitting at my desk going through the obligatory ‘rapport building.  Then I see myself suffering through a sales pitch that goes on a lot longer than it is supposed to. Then I know I will have to fend off The Close and pry the sales rep out  of…