Prospecting & Lead Generation - The cornerstone of the buying/selling process
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Prospecting is the cornerstone of the buying/selling process. It is the process which defines and targets people and organizations that will buy your products and services. The ability to gather more names and resources than you have time to contact can heighten the level of your success. Prospecting and lead generation is more than a skill. It is an attitude that potential prospects are everywhere!
Once a prospect has been identified and a lead generated, the buying/selling process begins. The beginning of the sales process is really an advanced level of lead generation - making contact and identifying a good prospect is only the beginning of developing that prospect into a client or customer.
The next step is developing techniques for turning those names into face-to-face meetings or one-on-one phone calls. It is only at these meetings that you have the opportunity to turn your potential prospects into real prospects and then into customers. Your level success in getting these appointments will be directly related to your level of activity in prospecting and lead generation.
Next is the introduction. This provides the opportunity for you to sell YOU. Few people will buy from you, until they buy you. Having a high degree of self confidence, thorough knowledge of your product and service, being an excellent listener and communicator, emanating a professional personal signature, and being well prepared are all critical in establishing your credibility and making that important first impression a good one - and a lasting one.
Your next goal should be to establish mutual trust and to create a win/win environment with your prospect. You want to build on the foundation you built in the introduction by continuing to show a sincere interest in the prospect and learning more about them. Ask questions about the prospect and the organization. Questions help establish dialog and determine areas of interest and need and ultimately help to uncover the all important wants and needs of the prospect.
The sales process continues through discovering wants and needs; building the case for action; presenting benefits and consequences; and finally, getting commitment and following up.
Finally, always remember the most important element in the prospecting, lead generation and sales process is attitude! Believe in yourself, make it all about THEM, and take the action necessary to win at sales!
