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Article By: DelBall
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Finding Sales Prospects in a Recession
Finding a way to quickly find prospects in a down economy can often be frustrating because it requires a shift in thinking and a shift in the sales process. The company that shifts gears into a new sales process in a down economy will likely gain market share while their competitors wonder what happened.
The best sales prospecting system is one that is inexpensive and brings immediate results. As the economy turns down, you need to react quickly, and have a plan in order to insure that revenue levels continue to grow to meet your sales objectives. Some businesses that are successful during a good economy can suddenly find themselves in a near bankruptcy situation if they do not improve their sales process and sales prospecting methods during a recession.
One of the key skills that a business owner needs is the ability to find a good list of prospects. These lists can be found on the internet and also can be purchased from a list broker.
The use of Capture Pages or what is also called a Landing Page has become a popular way of gathering leads on the internet. Normally a free offer is made in exchange for the person filling out the form. This type of marketing or lead generation is also called Permission Marketing.
In order to educate the prospect, sometimes a direct mail piece is sent to the prospect to warm them up prior to a phone call by the salesperson. Psychologically this also makes it easier for the salesperson to make the call.
It is recommended that you use a Sales Process Consultant to draft and create your follow-up script to be used with Landing Page Leads. This script will engage the prospect, create a dialogue with the prospect so the salesperson can determine if the lead is qualified. It is best done by a qualified Sales Process Consultant.
When Cold Calling a list it is important that you not sound like a telemarketer or a salesperson. If you do you will likely trigger sales pressure and the call will end quickly with a "I am not interested", or "we have what we need".
The fear of making of making Cold Calls often freezes a salesperson and causes them to not reach their monthly sales goals. To overcome this Call Reluctance it is important that the salesperson or organization find a Sales Coach that help them immediately overcome this fear by reprogramming their subconscious mind.
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You can get some more informatiabout about Sales Process and Sales skills plus more cold call scripts, by accessing this Sales Process site. Get a totally unique version of this article from our article submission service
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