The #1 Way to Beat These Tough Times

No matter what the financial climate, approaching people with a sales opportunity - prospecting - can be downright intimidating.  How exactly do you make contact with prospective clients?  Follow the steps below to get started on your way to prospecting success.

 

Step #1 - Make a Positive First Impression
 

For a few reps, starting conversation with strangers will be easy, maybe even fun. For many, though, it will be uncomfortable. Realize that while most people are not comfortable initiating conversation, they do enjoy participating in it.  In other words, prospects will be glad to talk to you if you speak first. Try it!

 
But before you initiate contact, it helps to be prepared so that you will make a positive first impression. Your demeanor will set the tone of the encounter. Here are a few points to keep in mind so the first impression you make is the best possible one. Remember, actions – even unintentional ones – can speak louder than words.

 

• Be constantly aware of your facial expressions, or the attitude you are “wearing” on your face. Look upbeat without overdoing it.


• Pay attention to the way you carry yourself and walk with purpose.


• Speak clearly and with confidence. Absolutely no mumbling or fast-talking allowed.

 

Remember, if you come across as nervous by talking too fast or slumping over instead standing up straight, it may cause the prospect to keep his guard up. Nervousness will subside with practice, so give yourself time to grow with the process.

 

Step #2 — Classify the Target

 

As you prospect strangers, you will encounter two types of prospects: stationary targets and moving targets. Proper prospecting is always a win-win proposition. A stationary target is a prospect that you know you can have access to on a regular basis, probably because of his location or job. For example, the person running a dry cleaner that you frequent is a stationary target. A moving target is a prospect that you meet in passing or may cross paths with only once. A person on the opposite side of a gas pump you are using is a moving target.

 

Step #3 — Make Eye Contact

 

In some scenarios, especially with moving targets, the moment of eye contact is the best time to initiate a conversation. It isn’t imperative that you wait for eye contact, but when eye contact does occur, it is the most natural time to start. If you look at each other and no one speaks, you might find it awkward to strike up a conversation later.

 
Step #4 — Opening Lines

 

An opening line is a question or statement designed to initiate conversation. The purpose of an opening line is merely to get a conversation started. Because of the need to engage quickly, effective opening lines are essential with moving targets.  If a prospect is at a coffee shop on a weekday, you can start with “I’d like your job – what do you do?” or, if they are reading a newspaper, “Is there any good news in there?”  The point is to gage their interest in conversation and go from there.

 

Occasionally, the prospect will beat you to the punch and speak to you before you speak to him. These people are literally asking to be prospected, so don’t disappoint them. Be sure to have some responses ready to a general conversation starter such as, “How’s it going?”  Make your practiced responses memorable and light-hearted so your prospect thinks, “That was different. I like this person.”

 
The key is to get the prospect to engage in conversation. Making a positive first impression, classifying the target, making eye contact, and having a few opening lines ready are the tools to help you accomplish your prospecting mission. A tough economy shouldn’t stop you from prospecting. You have discovered the #1 secret to beating tough financial times—now get out there and start making it happen!  If you practice your prospecting techniques and are committed to making contact, you WILL succeed in sales!