How to Overcome Prospecting Roadblocks
Getting through to new customers is growing more difficult as salespeople face increasing barriers to keep spammers, scammers, and strangers out of the workplace.
BusinessWeek Online’s Michelle Nichols says the key to getting around this is to be able to demonstrate relevance. She offers these three basic strategies for demonstrating relevance:
- Referrals: Ask customers for referrals more often. Measure your client results by asking your customers to tell you what they liked about your service and use these testimonials in your marketing materials. Put copies of the flattering letters in mailings and post them on your Web site.
- Relevance: Prepare a compelling voicemail message that proves your relevance up-front — then hang up. Your first five to 10 words are crucial because many people will only listen to those first few seconds of the message. To-the-point, relevant e-mail is equally important.
- Be polite, persistent, and patient: Keep calling until you wear them down. If you get discouraged, take a break for a month or so and don't be tempted to be pushy or ugly. Consider how you can make your message more relevant the next time you contact them.
Source: BusinessWeek Online, Michelle Nichols (06/14/07)
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This entry was posted on June 16th, 2007
| Posted in Realtor
