Turn Your Prospects Around

What is the psychology behind turning those who are full of doubt, fear and resistance into receptive individuals who are willing to try something new? Prospecting isn't easy because you are faced with those who are busy, those who cannot be bothered and those who are fearful of making the wrong decisions.Here are some medthods to turn your prospects around
 
On the phone:
If you're dealing with someone easy going, follow their lead by making them laugh, asking questions about their business and getting that first appointment confirmed. If you're dealing with someone fast-paced, be brief. Ask for what you want or ask to call back at a specific time. Always follow up when you say you will. If you're dealing with voice-mail after voice-mail, use it to your advantage: leave 2-3 messages per week. Keep your messages short. You can even integrate email and voice-mail together by asking if Mr. Prospect if he got your information. Persist until you get in the door.
 
During your first meeting:
How many times do you walk away feeling deflated after an unsuccessful appointment? Stopping and asking yourself what you could have done differently AND writing it down is a start in tracking your mistakes. We all make repetitive mistakes that we are completely unaware of. During meetings, do less of the talking and more of the listening. When Mr. Prospect throws out the question, "How will this benefit our organization?" or "What is the return on investment?", he is testing your level of expertise and credibility. Reverse these questions by asking, "What do you think the benefits of XYZ are for your team?" and "What would be the cost of NOT moving forward on a project like this?" Get him thinking about the benifits from HIS point of view and then show him why he's correct.
 
By following up at all costs:
Prospecting could be tiresome, a nuisance and even discouraging at times. But it can also be fun once you know how to get the results you want. Efforts are required. New business will not come to you unless you persist, behave consistently and treat each situation with individual attention. People are different but they behave the same ways when they are interested or disinterested. Interested parties always smile, take steps forward, make it easy for you to follow up and work with you. Disinterested parties always find excuses for why working with you will be difficult. They may say, "Its not the right time", avoid your phone calls and make it impossible for you to follow through. Learn when and how to persist. Face your fear of rejection, make your dealings with others fun, and always try again later. A 'No' today could be a 'Yes' tomorrow. Its all in your approach and how far you are willing to go.

Posted: November 2006
(c) Nicole Attias & Associates