3 Ways To Dramatically Improve Your Prospecting Results

When it comes to prospecting, there are actually several things you can do to improve your results but;

In the spirit of brevity, let’s keep it to three.

Ready?

One: Use A “Communication Map”.

A “communication map” is when you think 3 “prospecting moves” at a time and outline;

What the flavor of your message is going to be.
How you will deliver that message (Call, Email, FedEx, LinkedIn etc)
How/When each “touch” occurs in the communication plan.

Example:

Touch #1 Intro email. Wait 24-48 hours then;

Touch #2 Call/Voicemail. Wait 3-4 days then;

Touch #3 Send Along Something Creative To Get Their Attention. Wait until the day after you know they would have received your snail mail or FedEx then;

Begin your next 3 touch sequence.

“COMMUNICATION MAPPING” IMPROVES THE QUALITY OF YOUR EFFORTS

The average sales rep doesn’t premeditate their communication and more often than not;

Decides what they are going to say as they’re reaching for the phone or their keyboard.

And that’s a HUGE reason why they are disregarded, deleted, and shut down when they call!

“Communication Mapping” improves the quality of your communication in several ways

The message is higher quality because you aren’t “winging it”.

Because you mapped it out, you get to set up the next touch. Example: If I send you a handwritten note introducing myself, and I know that the next stop in the communication map is a call, I can write “I’ll be calling you on August 24th, at 3:30 pm” And when I call on the 24th, if I get voicemail, I can create mystique and anticipation for the next stop in the “communication map”.

It forces you to think about different “flavors” of your message instead of a constant repacking of “I want to sell you something”.

Two: Do EVERYTHING you can do to AVOID getting shut down, put off, stalled and turned down by the person on the other end of that phone.

Things like doing your homework, having a killer opening statement, using psychological triggers, using “evidence” to reduce doubt, skepticism and hesitation are just some of the things you should be doing.

Three: Know how to not only respond to standard stalls and objections, but have several responses for each. Know how to deliver them with confidence and poise.

Think about it . . .

If you “map” your communication, the quality of that communication is going to be better than if you wing it.

If you can create an “Objection Resistant” interaction, you’re gong to get in front of MORE opportunities.

Then (as your “Plan B”) you have several, solid responses to standard stalls and objections;

You’re going to get in front of MORE opportunities.

Reality Check Time . . .

On a scale from 1-10, how would you rate your ability to create an “objection resistant” interaction?

On a scale from 1-10, how would you rate your arsenal of stalls and objections rebuttals?

So let’s say you rated yourself at a “7” for both;

How many more opportunities do you think you’d be in front of, right now, if you had been operating at a higher level of prospecting proficiency?

And forgive me for being all about the money but;

How much more would you be earning, right now, if you were able to navigate the phone BETTER?

We’re going to be talking a lot more about prospecting, “communication mapping” and objections during our webinar on March 23rd, at 11:30 am EST.

Here’s what I’m going to share;

25 Places Where You and Your Competitors Have Been Forgetting To Hunt.
1 Simple Tactic That Gets MORE Potential Clients Taking Your Call.
1 Simple Tactic That Dramatically Increases Your Call Backs.
5 Creative Ways To Capture A Buyer’s Attention BEFORE Your Competitor Does.
5 Ways To Use Snail Mail (That Your Competitors Miss Completely).
3 Ways To Use LinkedIn To Generate A Crazy Amount Of Phone Appointments.
The Phone Template My Clients Have Been Using To Generate MORE Appointments.
How To Handle Stalls and Objections.
How To Create A Simple Communication Plan That Helps You Get In Front Of MORE Opportunities.

Here’s What You’ll Get;

(1) 90 Minute Webinar

Worksheets

Webinar Replay

(5) Email Templates That Get Opened, Read and Responded To

(1) Phone Template

Access To A Secret Resource Page

Email Access To Me To Answer Any Webinar Related Questions

When?

March 23rd at 11:30 am EST

How Much?

$99

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