Finding Sales Opportunities
By Jack Kasel
Prospect the best way possible
- Prioritize prospecting
- Prioritize HOW you are prospecting
- Allocate time within the time you’ve allocated
Play The Sales Brew:
By Jack Kasel, Sales Development Expert, Anthony Cole Training Group
As we think about all the things we as sale professionals are supposed to do, it really comes down to three things we get paid to do:
- Find Opportunities
- Qualify them
- Get to make a decision . . . We love getting a Yes, but a No is okay.
On this Sales Brew, I want to focus on the first thing we get paid to do – Find Opportunities. There are many ways we can find opportunities: cold calls, drop ins, direct marketing, social selling, getting introductions, etc. Although there are many ways we can prospect, some provide a higher return on the biggest investment we can make and that’s our time.
On a previous Sales Brew, I tried to debunk the “time management” problem. It isn’t a time management problem; it’s a priority management problem. As we focus on Prospecting, the least return on our investment is cold calling. For the time you invest in cold calling, the actual return (speaking to a decision maker) is extremely low. We know it’s a necessary evil, but not a permanent problem, should you decide fix it. On the other hand, it is a proven fact, the highest return on your time is in getting introductions. So, here is what I would like you to consider:
- Time Blocking
- Do you have time set aside each week to prospect? If you don’t, you would be well-served to block time to prospect.
- Allocate your time within the time you’ve allocated
- If you have allocated an hour a day, I would structure something like:
- 15 minutes to cold call – You should be able to get in 15 calls within that time. If you call 15, you will probably only speak with two people. How long does it take to NOT talk to 13 people?
- 15 minutes for social selling to find introductions— Maybe not sell, but find introduction opportunities
- LinkedIn, Twitter, Facebook, Blogging—whichever you are allowed to do within your work rules, do it on a regular basis.
- 30 minutes on getting Introductions
- Calling people and saying, “I’m looking to expand my base of contacts” Or “I’m looking to meet great people such as yourself. When can we get together to determine if we can help each other?”
This is just a rough outline on what you can do. The big take-away is this:
- Prioritize Prospecting—make it a significant part of your week
- Prioritize how you are prospecting—Get introductions; it will provide the highest return on your time invested.
Someone needs what you do; go find them by prospecting the best way possible.