O: Planning WHERE to Prospect

Take the time to plan where you will prospect. This takes two major obstacles out of the way:

#1 - Not knowing where to go
#2 - Wasting time looking for the "perfect" spot

Too many reps get in their car and spend way too much time looking for the perfect group of businesses calling their name. It is much better if you are always observing as you drive from appointment to appointment. Or, if you are new, you may actually plan time - separate from prospecting time - to go looking.

"Know before you go" - plan ahead, the night before, where you will prospect the next day. Then you don't have to spend your valuable finding time finding a place to prospect, you'll spend it finding new customers!

P: Cell Phones & Prospecting

Try turning your cell phone off when you prospect. It is a major distraction. When you spend time knocking doors or picking up the phone or networking, you need to be focused. Anyone important will leave a voice mail. Keep your eyes on the prize - don't let that ringing or buzzing get in the way of your most important activity! Turn off the phone and reap the rewards.

Z: Quality vs. Quantity

Too often we seperate quality from quantity and vice versa. But we need to understand the true quality includes perfect quantity.

Should a father not think so much about how much time he spends with his children as long as the time he spends is rich and rewarding? Should an athlete not worry about how many reps he does when weight training as long as the effort he puts forth is his best effort?

No - there must be a balance.

We should not allow our quantity to falter as we focus on quality. Nor should we allow our quality to suffer in search for quantity. True quality includes perfect quantity.

O: Agenda

Using an agenda will quickly set you apart.

Find a copy of an agenda you like. Whenever you set the initial appointment, ask for their email, or fax, and let them know you will be sending them an agenda with a date and time reminder as well as a brief outline of what you will be discussing with them when you meet. BUT, be sure you do not forget to reference and follow it on the appointment!

If you forget to send the agenda, state a brief verbal agenda at the beginning of any appointment.

Using an agenda shows that you are a professional and not a sloppy salesperson who will just try to wing it. (That sends a subconscious message that you are about to waste their time.) But with an agenda, you send the positive subconscious message that you are organized, thorough, and efficient. Therefore, they will be more naturally inclined to listen to you. It also helps you to maintain control of the meeting.

Send an agenda for any size prospective customer. Absolutely for the big ones, and even for the little ones - they are the ones that have never seen this before. It's an excellent first impression!

P: Qualified Appointments

Don't settle. Qualify!

When setting appointments, you don't want to be so excited that someone finally said "Yes" that you settle. You're not desperate, you're just a little needy.

Setting appointments with prospective customers is your bread and butter. If you can just get in front of a willing listener you know the chances are very high that you can benefit their business and therefore win it. BUT - you must be careful not to sell yourself short by wasting your time with those who don't mind wasting yours.

So, what do you do? You qualify! Here's how:

After you set the appointment, if you haven't already got this information in your conversation try this: "I appreciate your willingness to meet with me tomorrow. In order to be the best prepared when we meet, can I ask you a couple of questions about your current service?" Then ask: "How many lines do you have? Who is your provider? Are you currently in a contract?"

The answers to these 3 questions and their willingness to give you this information will greatly help you know if this a qualified appointment - one worth investing your time into.

One last question should be: "Will you have a copy of your most recent phone bill so we can understand exactly what services you're being billed for?" Again how they respond to this will help you know if this appointment is worth your time.

Qualify! Don't be so desperate you take any and every appointment.

TI: Opening Statement

Are you effectively setting the tone of your first appointment with each customer?

Starting off with an impact statement, or something that appropriately sets the tone for the first appointment is vital to you controlling that meeting to the advantage of yourself and the customer.

For example: I appreciate your time today, Bob. My goal today is simple. I'd like to see if there is at least one way to benefit your business. If there is, I hope to earn your business and become your new provider. Do you mind if I start by asking you a few questions based on the agenda I sent over? (The agenda will be discussed in a later post)

With an approach like this, you show respect, but you maintain control of the meeting. And with that control - not ever to be taken advantage of - you set the stage to effectively ask questions and find out in what ways you can benefit their business. It's that simple.

So - are you beginning with an expectation-setting, interest-piquing opening statement?

Z: Trim the Fat and Produce!

This does not mean: Get rid of the extra pounds and fresh vegetables. It means to get rid of the excess - whatever that means in your daily task list - and produce, meaning to sell!

Trim the fat and produce! Put aside the things that don't matter, be more strict in the budgeting of your time, get rid of any unnecessary "to do's" and just sell. Create. Generate. Multiply. Produce!

This little couplet has helped me to simplify and always focus on selling. Ask yourself this question: Will this activity lead to a sale? If not, do it later. And then focus on what will. Like finding! (see yesterday's post).

Trim the fat and produce!