Steps to Accelerate Business Development Results
It was 4 PM on Friday. I needed to make 1 more contact to make my weekly sales prospecting quota for the Monday morning sales team activity report out. I sat in my car and stared at the industrial building. I contemplated driving away. But I knew I had to walk in and see if I could meet the decision maker. I was selling business and payroll services at that time in my career and it was my first year in direct sales. As I walked in, I asked for the 'person who handles payroll and tax filing,' and as the administrative assistant walked to get the office manager, my thought habits were running wild. '...they don't need my services...what am I doing here?'
Then the office manager came to the reception area and said, 'Hello, I was getting ready to call your company - my employee payroll checks didn't come today. I need to run payroll this weekend so my team can get paid. Can you help us?' 'Of course!' I said. I couldn't believe that I made a sale on the spot, and that I proved to myself that day: activity equals results, but even more, today I think that my 'thought habits' and negative self talk almost kept me from taking action. Had I listened to the negative thoughts, I wouldn't have walked in the door, much less made a sale. I adopted a new mantra that day from these famous words:
'I will act now!' Og Mandino
Have you ever found yourself hesitant at the last moment to dial that final number and meet your prospecting and business development sales quota? Many can relate. Prospecting, though daunting, remains a vital skill in sales. Mastering it, however, requires practice and the right approach.
Tips for Effective Prospecting:
1. Research Your Prospect: Before dialing, gather as much information as possible about the company and the decision-maker. Discovery and pre call planning is everything. This shows that you’re informed and genuinely interested in how your offering can address their specific needs.
2. Create a Compelling Opening that Creates Curiosity: Capturing attention from the start is crucial. Begin with a question or statement that highlights a common industry problem your solution addresses. Less and shorter is best. This will engage your prospect early and set the tone for the conversation.
3. Have a Clear Objective: Know what you want to achieve with the call. Whether it’s setting up a meeting or getting them to agree to a next step, clarity can drive the conversation effectively toward your goal.
4. Use the Power of the Follow-up: If you get voicemail, the wrong contact, or no answer. A timely, well-crafted email or call can often convert an initial ‘no’ into a ‘yes’. Sometimes checking back a couple months later has resulted in getting a meeting or more interest, in my experience. Timing can be everything.
The Biggest Mistakes to Avoid:
1. Talking Too Much: Avoid overwhelming your prospect with information. Instead, listen more than you speak to understand their needs and allow them to guide the conversation. Don't use jargon or talk about your products or solutions too early in a conversation.
2. Not Preparing for Objections: Anticipate potential objections and think through your responses. Being unprepared can lead to lost opportunities. Handle objections with a question vs. talking more.
3. Lack of Personalization: Generic pitches rarely succeed. Personalize your message by using specific details about the company and individual. Prepare in advance.
4. Failure to Leave a Lasting Impression: Ensure every call ends with a clear understanding of the next steps, whether it's a meeting or a further follow-up. Treat everyone how you want to be treated, now matter how the call goes. Be someone that people want to do business with. Smile, stand up when you speak.
Remember, business development and prospecting is about making new contacts and having conversations - it is not just about making a sale; it's about starting a lasting business relationship and partnership. With the right strategies and mindset, you can turn each call into an opportunity. Stay positive and keep dialing!'
