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Tuesday, July 16, 2013

How to Prospect for Clients and Business

Do you ever dread going into work because you have a lack of business and prospects and don’t know where to start. You dread cold calling and don’t know how else to find new clients. 

Success in selling has more to do with your prospecting ability than anything else. How can you get in front of more qualified prospects, more often and consistently? 

You need to use a multi strategy approach with prospecting. 

There are  many  tried and tested, proven and practical techniques that  you can use to put you in front of potential new clients. 

Some of the things that you need to do on a daily basis to prospect and find new clients include:
  • Discover how to network effectively - You need to have the confidence to network anywhere, anytime.
  • Create your 'killer' elevator speech. - Know what to say and how to say it every time someone asks you what you do. Share 'what's in it for them' which will have them asking you to meet with them and do business.
  • Ask for referrals from every satisfied client - Most sales consultants are afraid to ask for referrals. They don't know what to say or when the right time is to ask for referrals.
  • Cold and warm calling - Use proven scripts and know how to overcome any objection. If you have an empty diary, you might need to cold call. You must get yourself into a positive state, have scripts that work and know them off by heart.
  • Find out how to get through to decision makers - Discover how to get past those difficult gatekeepers and get the decision makers to call you..
  • Keep in touch with clients and prospects with a dynamic newsletter - I generate plenty of sales by using an effective newsletter.
  • Use your website for powerful online marketing strategies. - Your website should be a powerful sales tool that drives a ton of traffic and generates sales and leads. Find the three essential elements needed.
  • Use articles to build your brand and drive traffic to your site - Articles can build numerous links to your website and establish you as an expert in your field. Explore the strategies, tips and tools needed.
  • Drive traffic with effective linking strategies – Use effective linking strategies with suitable high ranking partners will increase your search engine popularity and increase your rankings with Google. Now you will have streams of qualified traffic streaming to your site, which of course results in more business.
These are just a few of the strategies shared in my 15 CD programme 'Sales Strategies for Financial Advisors'

This programme has numerous tips and strategies to use immediately. 

This programme solves the problem of waking up and finding that there is very little new business coming in. 

When you wake up at 2am and start worrying about where the next client or business is coming from, it is stressful and you will come across as desperate when you see prospective clients.

If you dread coming in to the office because you know you have to cold call strangers that don't really want to speak to you, will be rude to you and reject you, business loses the fun element. 

On the other hand, if you use multiple strategies to constantly prospect and find new clients, the stress disappears, you become more confident and the business follows. 

When you invest in this programme, you get an action planner that will have you prospecting immediately. 

Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and sales management. He has educated, entertained and inspired audiences in 42 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email or telephone+ 44 (0) 870 240 6505.

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