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Sales Strategy
Increasing Prospecting Results: 5 Key Techniques
Jul 28, 2016 | Mark Hunter lock

We usually end one-quarter and start all over again looking for new leads and new sales. It seems each quarter there are those times when we say to, “Next quarter I’m determined to be more prepared.However when next quarter arrives, the same thing happens and it’s a hustle to make the number.

Here are 5 things you can currently accomplish at the beginning of a new quarter to increase your prospecting results: Alternate the process used to reach prospects.

It’s very easy to rely on email or to wait for Marketing to provide you with leads. A potential lead that ignores you once on email is just as likely to ignore you a second and third time. Rotate how you reach out by using email, telephone and yes, even social media, to engage the prospect you’re trying to reach.

Commit to spending 20% more time each day prospecting in the first 4 weeks of the quarter.

If you want more deals to close at the end of the quarter, you need more prospects at the beginning. Whatever the amount of time you spend prospecting, increase it by 20% per day for the first 4 weeks of the quarter.

Contact each customer that bought from you last quarter and ask them for a referral.

It still blows my mind the number of salespeople that don’t actively ask for referrals. There’s no better time than right after you’ve completed a sale.

Change up what you say, write, and share with prospects.

Just as we have to change up how we try to make contact with a potential prospect, so too we need to be changing up the message. If what you’re providing is nothing more than what the prospect can get on your website, then I wish you luck, because you’ll need it.

The key is providing a reason for the prospect to engage with you. Do this with the questions you ask and the new insights you share, which you know they are not familiar with.

Never stop believing in the talent you possess and the benefit you bring to your customers.

If you don’t believe in yourself and how you can help your customers 100%, there is little chance they will ever believe in you.

About the Author: 
Mark-Hunter-Keynote-SpeakerMark Hunter, The Sales Hunter, is author of “High-Profit Selling: Win the Sale Without Compromising on Price.” He is a consultative selling expert committed to helping individuals and companies identify better prospects and close more profitable sales.

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Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

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