Finding Sales Prospects in a Recession | Sales

By DelBall
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Word Count: 495

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.

To make the adjustment of the sales process during an economic slowdown, the best method is to use a process that is quick, inexpensive, and easy to implement. These methods allow the salesperson to quickly qualify a number of prospects since more qualified prospects are necessary because closing ratios tend to drop during tough economic times.

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.

An alternative to buying leads is the method of using Landing Pages on the internet to capture lead names. The success in getting traffic to the Landing Page is dependant on the owner's ability to maximize SEO or to use Pay Per Click Advertising

One technique that has become popular for warming up a prospect is to send a postcard or a greeting card prior to the phone call from the salesperson. There are several services that you can use to electronically send out these post cards or cards through the US Postal Service. All you have to do is to upload your prospect list and then select the card to send and it will send it out immediately in your own handwriting.

When going after the lead off of a Landing Page, one mistake that is made is to think that the prospect is partially sold but all the prospect has really done is to raise their hand and say they are "interested" based on filling out the form on the Landing Page. In most cases the script should not trigger sales pressure but be more of a consulting phone call where the prospect does most of the talking.

A Cold Calling script must not sound like a salesperson or a telemarketer. The most effective Cold Call script is one in which the prospect does most of the talking and for the salesperson it must be one in which he/she has roll played and knows what to say and what to ask at each stage of the conversation.

One action that a business owner needs to take while developing a sales process is to actually do the cold calling so he/she can develop a script to be delegated. The fear of cold calling comes from a fight between the conscious mind and the subconscious mind. The more a business owner understands how to control and use their subconscious mind, the more successful they will be because they will eliminate the fear of taking actions like cold calling that move the business forward.

About the Author

To get some more informatiabout about Internet Marketing and SEO as well as cold call scripts, by going to this Internet Marketing site.

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