Niche Marketing Strategies

Proactive prospecting can be much like physically exercising regularly. It’s something that you know is good for you and will produce predictable positive results, yet is something that most sales people always seem to avoid!

Make an appointment with yourself for one hour each day to prospect using your sphere of influence. Prospecting, like anything else, requires discipline. (Seems like prospecting can always be put off until a later day when the circumstances will be better.) Make an appointment with yourself each day to prospect.

Write down what you are going to say and practice saying it to yourself in the mirror. You will come across more confident to the person on the other side of the phone. Consider talking about something of value to the customer. It might be something related to the economy or the real estate housing market. People love knowledge and education. Provide them with information that will draw their interest.

Accurately define your target market before you begin. Determine how many calls you will make in that hour or two. Some sale people will call until they get an appointment or make the sale. Or you could decide to make 20 calls in that allotted time. Whatever you feel comfortable with and reasonable within the time allocated.

I would highly suggest having a database of at least one month’s supply of names. The time allocated for prospecting should not be wasted looking up names or deciding at that moment who you are going to talk to next. Be prepared and watch how much more productive you will become.

Remember you have set aside some time for prospecting. Work in an area without interruption. Don’t answer calls or schedule meetings during this time. As you start going through your calls, you will find each call will become easier and easier. Before you know it, you will feel like a pro. You will learn as you go and practice makes perfection.

Experience and surveys have shown that the best times to contact customers is 8 AM to 9 AM, between Noon and 1 PM and 5 PM to 6:30 PM. If you are missing a customer between certain hours, then it’s best to make note of that and call them at a different time. Chances are if you continue to call at the same time and the customer is not available, they will continue to be unavailable during that time block.

Don’t stop. Persistence is one of the key virtues in selling success. Most sales/valuable contacts are made after the fifth call, and most sales people quit after the first.

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