Tag Archives: sales prospecting

Why a Sales Person Should Love Friday

Fridays have always been my favorite day of the week as a salesperson. This is not for the reason you may think. I actually love it for 3 simple reasons.

1) PEOPLE ARE NICER! As a salesperson you have to make cold calls. Whether you like it or not if you are truly a good sales person and want to find NEW business you are going to have to call on someone you don’t know. So you may be the nicest person in the world with the best product in the world chances are you still going to have a cold call that the other person blows you off. Guess what on Friday especially Friday afternoon I have met my best prospects. The gate keeper that hated their job on Monday is so excited that they won’t be coming back for two days. They wouldn’t give you the time of day on Tuesday but come Friday they want to be nice because “hey it’s Friday”.

It’s amazing how much more open people are when they are looking forward to something. It sounds simple but people on Friday tend to be more laid back. For many companies they implement a casual day on Friday. The office feels less stiff and people feed off of that. Use your Friday’s to get on the phone or get in your car and make those sales calls.

2) PROSPECTS APPRECIATE YOUR DEDICATION! People are ready to start their weekend and many see co-workers or employees around them already starting to take an early weekend. When you show up or call on Friday the person you reach appreciates that you are working too. As much as they might not want to be there they see you are in it with them. It’s nice to know that if someone works hard to earn your business they will typically works just as hard to keep your business.

There is nothing worse than buying something from a smooth talker and when you need them they aren’t there. Sales people that show up on Friday will also answer their phone when you need them.

3) ALWAYS END MY WEEK ON A HIGH! Mondays are a fresh start and you have the chance to start your week off right, but what’s even better on a Monday is when you closed the week before on a good note. Put some positive energy in on Friday so that you can avoid that dreadful Monday feeling. If you leave the week feeling productive chances are you will bring that with you on Monday.

So drop the stereotypes about sales people hitting the golf course on Friday, and make Friday your best day for cold calling and finding opportunities. You will thank yourself!

The Power of Networking

Some feel that networking is a waste of time….and really I have one comment for those people. You are doing it wrong!

Networking is not a time to get free drinks and food. Networking is not a time be the cool kid in school. Networking is not just showing up. Networking is not just joining a group.

The first step is to make the effort to go. Don’t worry if you don’t know anyone. You are networking to meet people! Don’t give yourself 10 excuses as to why you shouldn’t go. It’s always easier to tell yourself why you shouldn’t go, but guess what the people that decided an extra hour after work was worth it just increased their network. What did you do?

If you decide to go to a Networking event…..and you should decide to GO! Go prepared. Take business cards. Be ready to give that 30 second elevator speech on who you are and what you do. Don’t be scared to meet new people…chances are the people you meet are going to be relieved to have someone to speak with.

Be open to talk to everyone! Find out what others do in your industry and outside of your industry. When you least expect it the person that you would have never imagined to have a need for your services turns out to be the greatest contact you made all year. If people are at a networking event and they are treating it like a high school dance then chances are they probably won’t be someone that adds much value to your business. The same is true for you. Do not discount people or undervalue them as a contact. Find out what they do and listen to how they do it. Chances are you will learn something.

Networking is not a Frat Party. Well that seems like a basic concept, and you would think most people get this. Give yourself one too many drinks and then you might forget the purpose of networking. If you know that two drinks is all it takes for you to start rambling chances are you should have one drink and then stick to water. Yes, it’s an informal event and everyone is having fun….guess what it’s still better to have control.

Networking is not limited to after work events. Network with social media. Read blogs and comment on blogs. Reach out to business and personal acquaintances for breakfast, lunch and coffee. It’s great to have one on one conversations to see what your network is working on. Help promote each other. Join associations and get involved on committees. Just joining and sitting in the background is a start but really get involved. You will be surprised how much more it helps your business.

Practice networking. The more you network the easier it becomes. You feel less awkward walking up strangers and introducing yourself. You realize you have nothing to lose. Start going to events with people you know and have them introduce you to people and do the same for them. Eventually you won’t mind going by yourself.

Networking is a great tool when used effectively! Good luck and go meet some new people!

I almost gave up…..

I was a few months into my first outside sales job. The first month was so exciting and I was ready to take on the world and then I had this serious breakdown about 90 days into the job and I got scared. REALLY SCARED! I had never experienced this feeling in other jobs. In the past, if I was given a task I completed it and moved on to the next. I always did as my boss asked and there were not too many variables to get in my way. This sales thing though……was like something I never experienced. I was doing everything I could and was not getting the Sale. WHAT WAS WRONG WITH ME?!?! I had called hundreds if not thousands of people. The receptionists were starting to actually like seeing me stop by. I had attended networking events on a regular basis.

The worst part about my paranoia, was that my peers were bringing in new deals and they did not seem to be stressed. At that moment, I was fortunate enough to work with someone that talked “some” sense into me and walked me off the ledge. My coworker explained to me what was going on. She had been in sales for years and so had my peers. They had built up their networks and contacts overtime, and their clients knew to call them without thinking about any other options. I was the newest rep on the block and had just introduced myself to the world. I needed to keep my head up and keep plugging along. Eventually, I would see the rewards. She explained to me that she went through the same situation when she started and told me you need to build a pipeline. You need to find opportunities and stay on top of them. I watched the pipeline like a hawk and stayed on every single opportunity no matter how big or small.

My coworker’s pep talk helped me a for a few weeks and then I was scared again….until one day I had a email message requesting a meeting to talk about services and pricing. I had called on this prospect for months and finally I heard back. I had stopped by, called, and emailed for months, and each time I reached out they were too busy to meet. They were polite and busy at the same time. I was getting used that from most of the prospects, so that day when I opened my email from them I nearly cried. They actually wanted to buy something and FROM ME! I quickly responded and we scheduled a meeting. The day of the meeting I was so excited to go to their office. I even brought my office manager so he could assure them we would handle their orders to the best of our ability. We parked at a meter outside their office and I paid for an hour. Let me tell you that was the best parking ticket I ever received because my meeting went over an hour and we sealed the deal. From that day forward, I decided to never give up because the feeling you get when you win after you try so hard is the best feeling I have ever experienced in my professional career.

So on the days I feel defeated and I want to give up I remember that if I keep trying I will feel that win again if I stay the course! To earn a prospect’s trust and business is an amazing compliment and truly a win to celebrate!

Never Run Out of Prospects

One of the most interesting questions I have heard asked many times in my life as a sales person and sales manager is “what do you do when you run out of people to call”. That questions shocks me every time. At first I stop and think they are not serious and then I realize they are serious. Every sales person depends on finding new leads and opportunities to put in their pipeline. How do you find those leads? Here are a few tips that have always worked for me….and trust me I have never ran out of people to call on.

First, start thinking outside the box!

There really is no wrong way to find leads there are just better ways. Go to where you customers are. Join the associations your customers are members of, and get involved. Go to events even when you think its optional. I have dragged myself to countless events that I could have not attended and every time I go I end up thanking myself for the new leads or connections I gained. Become a peer to your prospects and clients. Show them you care about their business needs by supporting what they support. Do things your competitors do not make time to do. Offer solutions to your prospects.

Second, pay attention!

Read your local business publications. Listen to the radio. It sounds simple and it is all you have to do is pay attention to what is going on around you. Also, when you are driving look out for billboards or signs for potential clients. When you go to an office building pay attention to other potential clients that have businesses in that building or near. Listen to your current clients. You will be surprised what information and new leads can be generated just from listening to your current clients. Perhaps they have a need for a service or product you sell that is not what you originally intended on offering. Have conversations with people even if you think they do not have a need for your service. It’s amazing how many new prospects come out of situation when you least expect them to.

Third, rework old leads!

Call back old leads and try a new approach. Perhaps you called them in July and the person who took your call had a bad day, and now when you called back in December they are in great spirits. Ask yourself a few key questions about prospects. Why should this prospect meet with me over the other 20 people who called today? Why do they need my service or product? Is it important for them to meet me and if its not why am I calling them? Do I have a solution for them that I didn’t have 6 months ago. Create follow up task while prospecting and make sure you go back to those actions items. Never give up on your leads. Business changes, people change, trends change, competitors change, and industries change.

Apply these 3 basic principles in your search for new leads and you should always have unlimited possibilities and a very busy schedule for prospecting!