There isn’t a more ideal time than now to create a prospecting blitz for the next 75 days to fill your pipeline for a successful sales year.
Just like spring, it’s time to plant the seeds to reap a bumper crop of sales.
It can be hard to kick-start the year and re-set our sales numbers to zero. Most companies are expecting double-digit growth each year. The other reality is at least a few of our customers will not buy from us this year – so we have to find at least a few more companies to replace them. This sounds like a daunting task!
Don’t worry, we’re here to help you make prospecting easier, smarter and even fun!
It’s time for a Prospecting Blitz – here are our 7.5 Strategies to rev up your confidence.
1. Know The Goal & Activities – It’s a Numbers Game!
What is your sales goal for this year? What is your closing ratio? If you don’t know, you can use the average of 25%. For example, if your sales goal is $1,000,000 for this year and you already have $300,000 secured for the year with another $400,000 in your funnel at a 25% closing ratio means you’re at about 40% of your sales goal. What do you need to add to your funnel in this next quarter to have a successful year? If you don’t know where you want to end up, how will you know you’ve reached your destination? Setting your goals and getting clear about your intentions before each call will greatly improve your success rate. Do you wish to speak to three clients a day on the phone? Do you want to set up ten appointments by week’s end? Get clear on what it is you’re attempting to do, quantify the result you’re after, and identify the steps you need to take to get there.
2. Make It Automatic – Block The Best Time & Stick to It!
Unless you commit the time and effort required to reach your goals, it will never happen. This may mean scheduling time each day to make a specific number of calls or setting aside an hour for calling every week.
We’ve noticed that the tipping point for an increase in sales starts to happen when ten calls are consistently made each day. Figure out what you need to do to make it a habit, block it out in your calendar to make it part of your workday and do the work, even when you don’t feel like it.
I’ve discovered Thursday mornings between 7:30am and 8:55am are the best time for me to reach my ideal decision makers, as they are typically in the office early and answer their phones before they begin their 9am meetings. I habitually block Thursday mornings at this time in my calendar as Prospecting Blitz so nothing else gets in the way of this precious prospecting time.
The best times to attempt to reach a prospect are early morning, at lunch or after 5pm because that’s typically when they are at their office and the easiest to reach. If you can’t seem to get through to them, approach one of their colleagues or their assistant to find out the best time to reach out.
3. Create Your Hot List
Creating your list of prospects to call in advance will make it much easier when you make those calls. Go through your database, past clients, tradeshow leads, the stack of business cards on your desk corner or drawer. You’ll be surprised how easy it is to create a hot list of one hundred names. I would highly recommend LinkedIn Navigator as a great tool to find more leads. The Navigator advance option allows you to easily track leads and new accounts. Lastly, remember prospects can be existing clients – different buyers, or divisions. It’s much easier to grow your business with existing clients.
4. Set The Mood – Get In Your Zone!
You know what they say about best-laid plans. Interruptions can happen to the best of us throughout our days. That’s why creating the optimum environment for this task is essential to its success so you can eliminate any opportunity for rationalization to set in. You’ve already blocked the time in your calendar, so you’re halfway there. Now you’ll want to shut the office door, eliminate all interruptions and notifications, close your email and focus on the prospect you want to connect with. Ready, set, go, pick up the phone and start the task at hand.
To help me get in the zone, I always do a great work-out or run in the early morning as my confidence increases. You could also grab your favorite coffee to help you enjoy your prospecting time.