Are you afraid to emerge from your winter hibernation unable to contact new prospects? Don’t be afraid. Get ready to feel confident when preparing to contact new prospects!
Each time Phil is faced with the seemingly daunting task of making a business development call, he never forgets the following keys to success:
- Do I have the correct goal? Too many firms waste time trying to sell services, when the real goal should be to set up a meeting or gather information. Remember no one is going to buy services based on a three-minute conversation. Prospect calls serve to identify potential leads, learn who decision makers and decision-influencers are, and position your firm for meeting face to face.
- Are my calls planned in advance? The better the planning, the more likely you are to make the call confidently and persuasively. Write a short outline of your key conversation points.
- Am I anticipating my prospect’s questions and needs? Anticipating a prospect’s questions is the best way to explain your firm’s advantages and abilities.
- Am I diligently making follow-up calls? Persistence pays. Even if it takes 20 calls to get the person you need and in the end he/she has nothing available, he/she may decide to keep your firm in mind for a future job.
- Am I prepared to set up a meeting? Remember why you are calling. Have your calendar at hand and always have a predetermined strategy for asking for your first meeting.
The Groundhog Day Story
According to popular legend, the groundhog – or woodchuck – emerges from his winter hibernation on Groundhog Day, traditionally celebrated on February 2. If the day is sunny, the groundhog will see his shadow and – for some reason frightened by it – he will return to his hole to sleep for six more week as we endure an extended winter. If it’s cloudy, however, he won’t receive the sleep-inducing fright and we are due for an early spring.
