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New Ways of Approaching Your Prospects |
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It can be beneficial to look at new ways of approaching your prospects and you may even find they are more successful than your tried and tested methods. Even if you don't want to take on every technique you may happen upon something that changes your success ratios. There have been a number of recent books which advocate a change in the way the sales task is performed. They say that you should either change the adversarial approach, cease cold calling and start marketing or change the way that the prospective customer is spoken to on the telephone. All of them are correct and valid. And they all boil down to the same message – treat people/customers with respect, be helpful, get your marketing message out there and keep talking. For some interesting reading, take a look at Sales Therapy by Grant LeBoeff . For a refreshing take on telesales, click here to listen to Ari Galper online. |
The real power of networking comes when it is approached selflessly. If you have the attitude of “how can I help someone else” rather than “what can you do for me”, you will undoubtedly reap huge rewards. However it is not easy, it does not happen immediately and you must approach it with a strategy that needs to be worked on and planned over a period of time. You must also be prepared to make a long term commitment to attending regular meetings. Having attended a number of different networking meetings and as the founders of The Good Business Group in North London we believe that networking environments work for some businesses and not others. Be aware that if the group has members in a predominantly consumer market and yours is business-to-business you may want to reconsider or find a new group. Networking Organisations to Review (Click on the Name to view their sites):
For an alternative, see the section on salesXchange if the above doesn't suit you. Bear in mind, it always depends on how much effort you put in as to how much you get out. |
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