An Inclusive Approach to Prospecting – Sales eXecution 2601

By Tibor Shanto – tibor.shanto@sellbetter.ca 

circle group small

You know sales is a lot like politics, some are isolationists, others realize we live in a big world with plenty of room for all to thrive, and not always at the expense of others, I guess these would be the inclusionary camp.

The way it plays out in sales is you have those zealots who will proclaim things dead, “never cold call again”, telling their unsuspecting followers that there is only one way to Nirvana, their’s, and no other, “all other roads will lead you to hell and financial ruin”. Sort of like the “Referral Über Alles” approach. For me, combining many approaches in a way that leads to maximum results is way better than betting the farm on one, and then hoping. I say take the inclusionary approach, that is, include as many viable methods, rather than the risk singular approach; if for no other reason than the fact that buyers come in many shapes and sizes and from many corners, some of which may not be known to us at the outset, and missed if you go down one street only.

I like to leverage cold calls to get referrals. Despite the scary things some will tell you about the responses to cold calls, most people you call are human and will behave that way even when they turn down your offer. They may not be interested in what you have to say or sell, (now), but most respect the fact that you are doing your job. Experience has shown that few hang up, and few swear at you, most tell you in a civil way why they are not interested at that moment in time. Managing those initial objections is part of the job.

Grab your Proactive Prospecting Call-Flow Chart

But once you see that you cannot take away their objections, you still have the opportunity to say:

“Based on what we spoke about, is there anyone you know I should call who may see merit in the conversation?” A vast majority will say no, and the call ends. But a number will say, “You know you may want to call….” At that point I thank them, and follow up with, “May I say you suggested the call, or am I cold calling them?” Some say “Sure, tell’em I sent you.” Others will say cold call. Either way is good by me, and I have direction.

Not only that, but in all instances, you have demonstrated yourself to be a professional who completed the “Prospecting Exercise”, and will be remembered for being that pro. (Believe me you’ll call them again).

Using both cold calling and the referral approach is all upside, an inclusive approach both in terms of methodologies, and people. Using this technique I get to speak to more qualified prospects while setting up future wins, than those relying strictly on one methodology.

What’s in Your Pipeline?
Tibor Shanto 

Share
wordpress stat