037: Mary Browning | Start Your Engines: Four Keys to Successful Prospecting

Full Notes

https://www.salestuners.com/mary-browning/

Takeaways

1. It All Starts With Data (But It Doesn’t End There): Data is the list of people you’re going to call and the industry or demographics of companies you’re looking at. Taking those numbers to the next level focuses on the people behind the numbers. What are their common needs? How can you help meet them? When you consider the current marketplace, and the ins and outs of each organization, part of being a successful salesperson is understanding and meeting clients where they are at.
2. Make Your Message Matter: It isn’t just about the numbers. What is the customer’s pain? You need to make it your job to find out, and quick! One of the biggest challenges in prospecting is that you generally have 30 seconds or less to uncover someone’s pain. That’s why it is so important to develop succinct ways to communicate a solution to that pain. Make it count.
3. Consider Your Cadence: Most importantly, how a message is delivered should be diverse. It needs to be communicated through a mix of channels, including phone calls, emails, social media, direct mail or whatever other methods you see fit for your business. Staggering different types of communication throughout a period of time, like two weeks for example, is one of the best ways to reach someone in the long run. In most cases, a phone call or two just won’t cut it.
4. Qualification Matters: What’s a scenario where a prospect probably isn’t going to move to a next step for you? Understanding that from the first time you take a meeting, allows you to really learn from the conversations you’re having and improve the overall conversation rate. If a meeting is disqualified, use that as an opportunity to grow by digging into why it didn’t work. From there you can structure qualifying questions to ask future prospects making you more knowledgeable and efficient in the process.

Book Recommendations

• How Remarkable Women Lead by Joanna Barsh
• The Power of Full Engagement by Jim Loehr

Sponsor

• Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.