Last weeks article was a smashing success and so this week’s focus is “Successful
Prospecting Secrets”. Below are tips; many of which you have seen before
but a good reminder can be the difference in making the sale or not.
Calling: If you are determined to cold call, try calling at 8 AM or 6 PM
when the decision maker is more likely to have more time to talk and in fact
may even answer the phone. And if you’re stuck leaving a message, one left
in the evening will be the first to be heard in the morning!
Ask Lots of Questions: Ask the right questions and the prospect will tell
you what they want and how they need to be sold.
Don’t Underestimate Faxes: Emails are used constantly today and so it’s harder
to stand out with yours – try sending a fax, it will stand out! Use faxes
regularly as part of your prospecting efforts.
Sell Solutions; Not Features: Most Commercial Real Estate professionals start
off by letting the prospect know how great they are, their company is and
so on. The prospect doesn’t care; they only care if you are the solution.
Learn to sell solutions.
Follow Up and Follow Through Are Key: Just like gardening, if you don’t water
the seeds, the garden won’t grow and thrive. And so it is with prospecting…
if you don’t remain in contact, you will never break through.
Give A Prospect Something For Nothing: An article that would be of interest
and value, information that you received online etc. and transferred to the
prospect with a note “just thought you might be interested in this” indicates
that you are thinking of them and wish to be a resource.
There’s no magic bullet: Prospecting takes time and if your sales pipeline
isn’t always filled with prospects in various stages of being worked, then
you are in for a future sales slump. And what Commercial Real Estate professional
can afford that?
Have fun with prospecting; it is possible you know!
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