Your chance to ask our experts your burning promo sales questions. Whether you're a sales professional striving to elevate your book of business or an owner looking to attract top talent, we have the answers!
Hey Alina,
I’ve been selling promotional products for almost two years now and I still have trouble getting the prospect to interact with me. How do I get my prospects to respond to me?
Hi!
What a great question! I hear from a lot of reps who get stuck in this area, get discouraged, and just give up...so first and foremost...PLEASE DON’T DO THAT. 😊
The first thing you should remember about your prospects is that they are people too! Instead of immediately jumping in and letting them know who you are and what you do, ask them something that would resonate with them. Make the conversation about them. ASK QUESTIONS! Questions are the best way to get someone engaged and get them talking about themselves.
Second, utilize the technology out there to learn more about your prospects before the first phone call. Whether that’s skimming through their LinkedIn or learning more about the company’s mission statement, find what is most important to them. In our programs, we always recommend blocking out some time to “research” so that you don’t have to spend your time on that when you’re trying to prospect (I know, you might be bummed about this...because it’s an AWESOME procrastination tactic...I see you haha).
Lastly, I want you to think of prospecting like you’re going on a blind date: you’re trying to impress someone you don’t fully know, you want to know as much information as possible about the other person, and hopefully impress them enough to go on a second date...that is if YOU also make the decision that you want to pursue that relationship.
Have fun and please let us know how it goes.
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