Searching for Your Mr Right

Many sales people are tasked to acquire new customers at an amazing rate. As a result, many of them are compelled to uncover prospects from various industries. During such situations, it is easy for a sales person to lose sight of the type and profile of prospects they can help. Sadly, some sales even when they do not hunt as aggressively, easily lose sight of the kind of people they can help.

It is important for us to remember that when we are absolutely clear of who we can help and who we can't, we take on board that we make a firm commitment to only work with our ideal clients - the kind of clients who energize us and inspire us to do our best work.

WHY is doing our best work important to us? When we do our best work, with our best people, those same people will talk about you and you'll attract more people through referrals and word of mouth.

WHAT HAPPENS when we are unclear of who our ideal prospects are? We end up feeling at times, that our work feels like a grind, and if we are bashing our head against the wall because we have to spend time with clients who we don't particularly like, or who are frequently late to appointments, or who don't hold up their end of the bargain or are price abusers etc…

So what should your “Mr or Miss Perfect” looks or feels like? Below are a few recommendations (but not limited to) for you :

WHAT DO YOU OFFER ON THE TABLE? This includes your solution and your value proposition. It does not make sense to sell to a prospect a shirt when he needs a pair of jeans.

WHY SHOULD A PROSPECT BUY FROM YOU? Why should you even be considered instead of someone else, especially when you are not the sole solution provider.

IS THE PROSPECT IN AN INDUSTRY WHERE YOU CAN HELP? Do you have the solution that would be a fit in the prospect’s industry? This applies whether or not you have helped a customer in that same industry. What really matters is the problem they are facing and if your solution helps them overcome that problem.

WHO SHOULD YOU TO SPEAK TO? It matters loads if you are speaking to the owner, C-level, head of department, finance, IT, user or purchaser. While your final objective is the same, the value proposition and message means a world of a difference.

WHAT IS YOUR INTENT? We know the intent of all sales call is ultimately to conclude in a closed sales. However, the intent of a prospecting call or engagement needs to be clear. Is it leveraging on a promotion to offer a quote to a prospect? Or the purpose is to derive an appointment? Or is it leveraging on research to inform prospects and discover a sales opportunity?

"When we do our best work, with our best people, those same people will talk about you and you'll attract more people through referrals and word of mouth."

---

Cherrypick Consulting introduces its prospecting class, "Prospecting with a Difference", to any sales who wants to standout from competition and generate leads more effectively. The class is designed with practicality in mind and is a great fit for both new and experienced prospectors, inside sales and sales.

We welcome further inputs if you find that there are more to add, or give us a pad on the back if you find the above articles interesting.

Cherry-O!

#Consideration