The SEG 
KNOWLEDGE CENTER

Strategies to Improve Prospecting

By Joane Ramsey

I often get calls from clients asking me how to make their sales people better at prospecting. In this video I share strategies I have learned over the years to overcome the "butterflies in the stomach" in order to make prospecting more natural and effective.

00:00  Hi, I'm Joanne Ramsey. Oftentimes I get calls from clients asking me how to help their salespeople become better at prospecting. Prospecting is like going on a blind date. You have butterflies in your stomach. You're not quite sure what you are going to encounter. You're not sure if they're going to like you, but you have to do it.

00:20  One of the things that I found over the years, is that in order to effectively prospect, you have to qualify your prospect. It's critical to make sure that you understand whether the business you are calling on is a good fit for your company and also if you are a good fit for their company. Second, you want to make sure that you do your research. You research their organization and you research their industry. You want to be prepared. And third, you want to connect with the client.

00:54  So when you pick up that phone, by being prepared you have something to say, other than having somebody at the other end that actually answers the phone and you freeze because you are not sure what you're going to say. Let's face it, oftentimes we are leaving voicemails or we're trying to connect via e-mail. It's rare the time that we get somebody on the other end, but for those rare times when you do, you want to be prepared.

01:20  A couple of tips, you want to make sure that you practice, because practice makes it perfect. Record yourself or look at yourself in the mirror. Always have a smile on your face and be prepared. In summary, you want to qualify your prospects. You want to do your research and finally, you want to connect with them.

Best of luck and let me know how I can help you achieve more effective training!

Published: September 11, 2015

MEET THE AUTHOR

Joane Ramsey

Senior Performance Improvement Consultant

A native of Brazil, Joane first came to the U.S. as a foreign exchange student with AFS. She returned to Brazil where she successfully ran and sold two different businesses. Returning to the US in 1992, Joane put her business ownership experience to work with a small manufacturing company running the day-to-day operations and facilitating sales with South American companies. She joined SEG in 1999, where her experience has helped her clients get the results they desired. Joane has a B.S. degree in business management from North Central College, where she majored in international business and Spanish.

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