Streamlining Your Prospects


Organization is key.  That's why we dedicate a day of our blog every week to time management and productivity tips.  This week I’d like to offer some important tips on streamlining your prospects, particularly if you’re dealing with different segments and locations. 

Streamlining Your Prospects

First of all, you need to have a database for your sales opportunities.  Before business became digital you had to use a ledger.  These days an equivalent is an online Customer Relationship Management (CRM) tool like Salesforce, HubSpot or Zoho.  If you’re looking for something less sophisticated, you could easily create your own database on a spreadsheet.  

Whatever you choose, the most important thing is to keep all of your opportunities in one place.  You can’t make it by using Post-It notes, various other scraps of paper, notebooks… and especially not your email inbox.  Things will inevitably slip through the cracks. 

The second thing that you need to do is make sure your mind is not running all over the place.  The best analogy for this is a compost pile.  If everything is stacked and rotated the compost will break down into high-quality topsoil.  Now imagine a compost pile that’s been indiscriminately raked into a thin, disorganized layer across a lawn.  You're going to wind up with a lawn full of food scraps and garbage for a very long time. 

The solution?  You really need to focus.  Concentrate on the contacts with which you’ve had the most success.  From there you can map out similar individuals and businesses within a certain distance and pitch similar services to them.   All it takes is our three-sentence solicitation model: "We just did this project for _______ on _______ Street and they have experienced the savings of _______ and _______.  I’ve noticed that you are still using the _______ we recently replaced in that building.  If you’d like to explore how we could extend the success we delivered for that client to your facilities, I would be open to a conversation.” 

While you’re leveraging your past successes keep track of your progress.  Whether you’re going door-to-door, sending emails, attending a networking event or making cold calls, focus on cloning these successes.  It will keep you from jumping all over the road, which would be a sure path to failure. 

As a final tip, I would recommend one of our five required textbooks for the Efficiency Sales Professional™ Boot Camp: Getting Things Done: The Art of Stress-Free Productivity by David Allen.  If you’re looking for more advice in this vein, I would pick up a copy of that as well. 

Sales Training That Works! Selling in 6.

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Posted by Mark Jewell

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