Jun 22, 2020
Does the thought of prospecting
make you cringe? Listen, as Nikki shares her tips and strategies
for prospecting, in a way that will make people want to do business
with you. Nikki discusses three ways that she recommends warming up
your prospects and is explaining how each one works and why this is
so important and more on this episode of the Sales Maven
Show.
Have you ever invested in a
prospecting campaign, only to realize that if you were on the
receiving end of said campaign, you wouldn’t buy? Nikki says that
if you don’t like to be sold to in this way, why would anyone else.
If it doesn’t pique your interest, you can bet that it will leave
the people you are trying to connect with cold as well.
Nikki shares three ways to warm
up prospects. One is to get someone you know, like, and trust to
introduce you. This allows you to ride the coattails of the
credibility and rapport that the person making the introduction
already has with the contact. Another way is to name drop, but you
have to do it with integrity. The third is to use a like-minded
client approach to get doors to open to you.
Getting someone on the phone can
be hard, so you must do it strategically and make sure that if
someone shows interest, you have a follow-up appointment scheduled
before you end the conversation. Every week Nikki shares her
secrets for being successful at selling, and I promise you don’t
want to miss an episode.
Nikki has more detailed free
training about prospecting on her website. Click here if you are interested and remember space in
the Masterclass on writing conversion email sequences is
limited, so get your tickets now.
In This Episode:
- [00:43] Welcome to the
show!
- [01:27] Nikki is excited to
announce that in the first 15 episodes, there have been over 3300
downloads of the podcast in over 30 countries!
- [04:10] The most popular
episode so far has been episode 9 - Protecting Your Sales
Mindset.
- [05:05] Today’s episode is
about prospecting, one of the least enjoyable sides of
selling.
- [06:04] Nikki issues a
challenge to the listeners about prospecting.
- [06:45] How successful are you
at prospecting now?
- [07:00] As listeners, you can
download training that Nikki has put together that she usually
charges for, but you can get it for free at www.yoursalesmaven.com/maven.
- [07:40] Nikki shares a story
about a client who invested money in a prospecting
campaign.
- [08:38] Nikki speaks about
three ways she recommends warming up your prospects.
- [08:52] One way is to ask
someone to make an introduction on your behalf.
- [11:24] Nikki invites you to
the next Masterclass on how to write conversion email sequences. If
you are interested, click on the link above.
- [13:15] Another way is to name
drop but do it with integrity, don’t drop the name of someone you
don’t know.
- [14:56] The third way is to use
like-minded clients to open the door during
prospecting.
- [17:31] Nikki believes that you
need to be strategic when you are trying to get someone on the
phone.
- [18:02] One of the essential
aspects of prospecting is dedicating time to
prospecting.
- [20:31] Give yourself small
bite-size chunks of time for prospecting.
- [20:58] Nikki says that when
you get someone who shows interest, make sure you schedule the next
follow up appointment before you end the conversation.
- [22:16] Go out and start
prospecting using the three ways Nikki gave you to warm up
leads.
- [22:33] If you would like some
additional resources to visit, go to www.yoursalesmaven.com/maven.
- [22:49] Thank you so much for
listening!
Find Nikki: