Are you ready to make your pipeline sizzle like this summer heat, and crank up your sales performance?
Its easy to become a sweaty mess stressing about prospecting, but it’s a necessary step all Salespeople need to take in order to fill that pipeline and make up for the Covid crash this Spring.
Its easy to become a sweaty mess stressing about prospecting, but it’s a necessary step all Salespeople need to take in order to fill that pipeline & make up for the Covid crash this Spring. Share on XHere’s three easy steps you should take to develop your prospecting goals, activities and results:
1. Goals
What are your sales goals for the remainder of the year? Do you have to make up for any sales lost this spring? What sales will come from existing clients? How much business do you need to secure in the next 90 days to ensure you will achieve your 2020 sales goals?
For example: Your sales goal is $1M for the year. You have secured $450,000 to-date. You have $550,000 for the next 6 months. You want to secure $350,000 in the next 90 days with $100,000 coming from new customers. Your average sales is $25,000 that’s only 4 new customers. This is do-able!
2. Prospecting Activities
With limited travel, you can block more time for prospecting! You want to block a time in your calendar when you think your buyer will be available to take your call or respond to your email. Typically, most people are in meetings at 9am, 11am, 1pm, or 3pm – you will want to consider alternative times for your prospecting blitz.
Examples:
5 By 5: This means making 5 calls everyday by 5pm
10 before 10: 10 calls/emails before 10am
13-13-12-12 = 50: 13 calls/emails on Tuesday, 13 on Wednesday, 12 on Thursday and 12 on Friday
Personally, I find early morning between 7:45am – 8:55am the best time to make prospecting calls. I commit to 10 phone calls and follow it up with the Double Whammy of an email or text to the same prospect.
3. Results
Applying the Double Whammy approach will increase your response results by almost 50%! In addition, customizing your email to your prospect, their organization and the challenges they are facing will also improve your results.
It’s easy to get distracted or procrastinate each day, so focus on the results you want to accomplish.
Example:
You will secure 3 calls each week to have PURPOSE Business Conversations, to better understand your prospect’s business and explore how you can provide solutions.
3 calls x 12 weeks = 36 new prospective consultative calls to hit your goal of securing 4 new customers in the next 90 days.
Putting your focus on your goals, specific prospecting activities, and most importantly the results you want to achieve can make the prospecting process manageable. Share on XProspecting can be hard, daunting, or flat-out scary. Putting your focus on your goals, specific prospecting activities, and most importantly the results you want to achieve can make the process manageable. You’ll be surprised at how many new customers you can secure by stepping out of your comfort zone and focusing on the right things!
Looking for more reading on prospecting? Check out some of our past blogs below!:
7 Ideas For Writing Better Prospecting Emails
SUMMER SIZZLE PROSPECTING BLITZ
Why Buyers Ignore Your Calls and What To Do About It
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.