Category: Prospecting
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The Do’s and Don’ts of Prospecting
Effective prospecting requires targeted, quality outreach rather than a “spray and pray” approach. Schedule dedicated prospecting time, maintain enthusiasm without being overly dramatic, and prepare for calls to ensure success. Understand the prospect’s needs, keep conversations brief, and always ask for the next step. Continuous learning and resilience are key, as sales can lead to…
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Anti-ghosting Tactics that Turn Leads into Calls that Turn into Appointments
Prospects often “ghost” sales outreach, avoiding communication through calls, emails, and social media, which can be disheartening for sales representatives. Ghosting can occur before any connection is made, often due to poorly defined Ideal Customer Profiles (ICPs) or ineffective value propositions. To minimize ghosting, sales teams should personalize outreach, target appropriate contacts, and utilize a…
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The Theory of the Random Distribution of Leads
Lead distribution in sales teams is often perceived as unfair, with representatives believing some leads are better than others. While common methods like round robin aim for equal distribution, lead quality and representative skill significantly impact outcomes. Advances in lead distribution strategies now allow for more sophisticated algorithms that consider factors like geography and engagement…
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Letting Go of Unproductive Prospects
Letting go of unproductive real estate prospects is crucial for success. Time spent with unqualified buyers detracts from opportunities with serious clients. Properly qualifying buyers using criteria like BANT can prevent wasted efforts and improve sales outcomes. Embracing this practice allows for better focus on motivated buyers.