How to build your sales funnel quickly and with quality prospects
- Prep your call list outside of core selling time
- Research your key targets
- Have a VERY specific reason for making contact, and be able to communicate that reason directly, succinctly and without confusion
- Name drop mutual contacts
- Getting a referral from the mutual contract is even better
- Be brief – get straight to the reason for the call
- Ask permission to engage – don’t bowl in and hit them over the head with a sales pitch
- Have 3 very short questions that let both you and the prospect identify if it’s worth continuing the call
- Book in either a time to have a more extended sales conversation or to meet
- Add the contact via all their social media feeds and set up a Google alerts for this contact and their company
Firms often forget that telesales – selling, appointment setting, lead generation is about three things:
- Being absolutely crystal clear about your target prospect
- Being totally committed to the solution you can provide for the prospect
- Using the initial contact to qualify, gain credibility and start the sales process
Doing this means the sales team, telesales team, lead generators or appointment setters:
- Won’t spend hours chasing prospects who will never convert
- Will quickly, efficiently and cleanly separate the viable prospects from the time wasters
- Increase their VALUABLE talk time
- Increase their speed of introducing new sales prospects to the sales funnel
Now what could be easier than that?
You could do this