Whenever you’re trying to get somebody else to do something, it’s about what you can do for them before what they can do for you. That’s especially true with prospects. Create value, not just the value of your product. One of the best ways is to teach them something they don’t already know that can help them every day.
Make promises to yourself and treat them as your goals. Then each day, make those goals the focus of everything you do. You’ll be more likely to achieve them by treating them as promises. At the end of the day, when you’ve fulfilled your promises, treat yourself as a reward. Maybe an icecream?
It’s much easier to repeat sell than to find new prospects and sell to them. After all, you’ve done all the hard work cultivating your customer when you first started selling to them. By finding new products and services to sell to existing clients or extending current contracts, you’re saving a lot of time. Besides if you’ve created the right relationship with your client, they’ll be very receptive.
If you’re not making your numbers, ask yourself what you can do to change the situation. Do you need to prospect more? Work with the right prospects? Get more face-to-face meetings? Work on your presentation? The key is to ask which changes will have the greatest impact.
The thing that keeps many people from getting the results they want is the fear that the prospect will say no. “No” is just a two letter word. Frankly, if you don’t ask for the order or make the call, you’ve the exact same thing as if you had received a no. So you can’t be any worse off if you go forward fearlessly.