With out prospects you really have no way of increasing your success with any business whether it is marketing with an eCommerce Business, Multi Level Marketing or a Brick and Mortar Business. Prospects are the blood line for success with the mentioned industries.
When I first got into sales back in 1983, selling vehicles at a Large Dealership in Agincourt, Ontario where I worked. I asked a question to my Sales Manager, so where do I get my prospects from? He looked at me, and said l will be right back, he slammed the white pages phone book on my desk. Do you have any other questions?
I got the message, but I had a big problem, I had no education on how to prospect. So I spoke to all my senior sales partners, but they where old school with established repeat clients, so that was a waste of human energy. We had no internet back then, so I decided to dedicate myself to this field by going to the Library and reading all the books that related to the sales industry.
I would go to the library a couple of times a week, and borrow new books that I had an interest in. I came across an author who was called The World's Greatest Salesman Joe Girard . Wow I said to myself, I thought I had died and gone to heaven. I read and study his principles, and started to apply his concepts, tips to my daily activities. Within a couple of weeks of doing what l had studied, I started having results. I had more appointments for the week then most of the senior sales partners at our dealership.
I recall one day my Sales Manager came up to me and asked how I was getting so many appointments, when I was only a car cadet, other words a rookie. I looked at him, and said I am doing what you told me to do, using the phone book and calling prospect. What are you saying to them, so I showed him the script I had wrote and tested, to see where my results where coming from. Yes I kept records on all of my calls, created a manual file for each prospect, with names and important details, that would help me engage with them and establish credibility.
The number one tip I have learned from all of my years invested in the sales industry is still the same tip I use in 2016, this will never change, if you want results, you really have to study you're market, and when you apply this concept you will see results. Learning how to engage with your prospect without coming across like some sort of robot. God give us two ears and one mouth, which one should we use the most?
Lets not forget we as car salesmen do not have a very good reputation, so this is really one of the hardest industries to make a full time living from. The reputation of a car salesperson has drastically changed with all the new industry standards, but most people still do not trust a car salesperson.
That was how prospecting was conducted back then, but the approaches used have not really changed except, now we use different tools, called Social Media Marketing. Creating a brand, getting Likes to our FaceBook Page, using all types of different Social Media Levels, such as LinkedIn, Twitter, FaceBook just to name a few.
When we are using Social Media Levels, we still need to get the most important point across, getting our prospect to engage with each other, without pitching him on the first impression, or second for that matter. This is so important, most rookies will prospect you to the point of you being spam by their opportunity, never understood why anyone would take this unsuccessful approach.
future prospects, using Social Media as your platform by Michelle Grigsby"
Joseph F. Botelho One Gram at a Time
"Pay Yourself First Because the #Economy that Matters Most... is the One in Your Own #Home" https://t.co/wo7XWWjaFZ pic.twitter.com/VSVAtkJ6El— Joseph Botelho (@jfbmarketing) January 19, 2016