How to Prospect for Clients
No matter what the product, a salesperson must continue to look for people to sell to. While there are many methods, nothing is quite as effective as working with a satisfied customer. It is a matter of it being worth their while. Get a palatable blueprint for continuing a strong, qualified and steady streams of prospects.
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Instructions
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Start with people who have already decided to do business with any given salesperson. They have decided to place their trust in the person and the product. Formulate a marketing plan for prospects. It must be unique. It must be goal oriented. It must provide something for the referrer.
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Determine the “reward” that a client can receive for referring a potential sale, a prospect. Advise the client that it does not matter whether or not a prospect buys, (a salesperson should have enough confidence to know that they will make an effective percentage of sales.) One idea for a reward might be to give the prospect so many “points” for each name given and when they have a certain number of points they get something like a great “out-to eat” meal. When obtaining the names of prospects from clients, make sure they understand the “reward” is given with the understanding their name will be used as an introduction. To aid in this, sometimes it is necessary to consider something for the prospect as well.
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Assemble a complete list of referred prospects and look up any phone numbers that were not provided at time of referral. Phoning should be done at one time. In sales it always better to limit change of function as much as possible. Use a phone approach that is non-threatening and friendly. Identify yourself and give the person's name who referred you and let the person know what they will get if the prospect is willing to see you. If it is apropos, advise what the prospect will get as well. It is important to stress that getting the stipend or gift has no bearing on whether or not the prospect makes a purchase.
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Isolate the prospects from week-to-week. Keep results of sales should be kept. This allows the salesperson to match the income generated from this group of prospects to expenditures given in the way of “prizes” for the referrals. Also, get an average of the number of prospects per client. Develop the average number of sales per prospects. For example, if your closing average is one out of three, then you can project your income based on the number of prospects obtained.
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To strengthen the relationships with clients, create a “client’s club” to be treated as a “private club’ based on a person’s support of the salesperson’s business or practice. Also, it is a good idea to have annual holiday parties. All money to strengthen bonds is money well spent. Be creative and don’t be afraid to fail, in fact, it does not hurt to develop a client “board of directors."
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