Prospecting Tips

1. Follow up. Follow up. Follow up.

2. Do what you say you're going to do. If you tell your prospect that you will call next Thursday at 3:00 p.m. - call your prospect next Thursday at 3:00 p.m.

3. Use a system to track your leads. Use it consistently.

4. Constantly reality-check your negative thoughts and feelings. If you feel that "my prospect is avoiding me," ask yourself, "Why?" Why would a stranger--someone who doesn't even know you--be avoiding you?

5. You can choose your beliefs. You can choose to believe that your prospect is not interested in speaking with you, or you can choose to believe that your prospect will want to speak with you. The first belief is self-limiting; the second supports your efforts.

6. You can take many things at face value. If your prospect says, "I'm really busy, call me next Friday." That means that your prospect is busy, and you should call her next Friday.

7. When you are making introductory calls, focus only on making introductory calls. Don't try to get anything else done during that time. Determine ahead of time your schedule for making calls, and do it. Close your office door. Don't take any calls; just make phone calls.

8. After a successful call, keep calling. Your energy and enthusiasm will be higher--it will translate to even more success.

9. Make the inflection at the end of every sentence go down -- even if you are asking a question. When people are nervous, they tend to turn everything into a question, with an upward inflection at
the end. Your prospect will read this as you being unsure. Correct that by deliberately lowering your inflection -- your prospect will read you as strong and confident.

10. Make introductory calling into a game, and reward yourself when you succeed. For example, for every "yes," put a dollar (or $2 or $3--it's your game) into an envelope. At the end of the week, take the money and treat yourself--even if it's only an ice cream cone!

Copyright 2006, Wendy Weiss.

Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, sales coach and author. She helps entrepreneurs, business owners and sales professionals gain confidence, reach more prospects, close more sales and make more money. http://www.wendyweiss.com