Power Prospecting Tips
by Chett Coombs, on April 15, 2016
We hear complaints about prospecting from agents around the county. We know that some agents don’t like to do it. You may have even been in that category once. It's time to decide not to be that agent anymore. Here are a few tips to become a power prospector.
Have a Plan
Set specific goals and measure them. Know your target customer and when and how is the best to contact them. The more organized you are the more efficient and effective you can be. Plans, tools and systems help you work smarter, not harder.
Pick a time, put it on the calendar, and stick to it. It is best to begin first thing in the morning before your competition rolls out of bed. You can begin as early as 8:00 AM. Plan to spend at least 1-2 hours calling and setting appointments. Some adjustments may need to made if your target customer is best reached at a different time. (FTC Rules)
Go for the NO
Prospecting is a numbers game. It takes some no’s to get to yes. The better you get, the fewer no’s you hear. But, NO is just part of it. Every no gets you closer to the YES. Be polite, don’t take it personally. Remember many of those NOs really mean Not Yet.
Practice, Practice, Practice
Use a script to help you stay focused. The best scripts are positive, non-confrontational, about giving to the prospect instead of taking from them. Practice your presentation and your responses to possible objections. People want to work with a person they like and trust. Be that person.
Use a CRM system (Customer Relationship Management) to keep track of your contacts and where they are in the pipeline. Keep good records. The more data you know about a contact the better you can communicate with them. Some of the best contacts you make today will not be ready to buy or sell today.
There are lots and lots of ways to stay motivated and improve your prospecting skills, these were just a few. Here is a link to many other helpful articles and tips about successful prospecting. Learn from the best and keep improving.
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