The Keys to Strategic Selling

Do you really want to know how to approach a prospect without running them off? We have developed a prospecting process that we’ve defined to near perfection!

Initial Prospecting

Initial prospecting begins by first establishing a goal and strategy for your efforts. Ask yourself:
   •  What would I like to accomplish?
   •  How do I plan to accomplish it?
   •  Why is this the best time to do so?
After doing so, identify prospective clients/customers that appear to fall somewhere within the parameters of your goal and strategy. 

“Weeding them Down”

Once you’ve identified potential prospects, you must scrub your list to define those that hold the greatest potential opportunity for you. We would all like to go after every opportunity. However, strategy is key to success!

Research Business (In and Out)

At Advantage Communications, Inc., we pride ourselves in being fact-based decision makers. We allow our research to dictate our every action. When preparing to approach a new business opportunity, you must do your homework first. You bring no value if you don’t understand the prospect’s business before they tell you! 

Assessing the Opportunity

This is simply weighing your pros and cons of the opportunity. What is the likeliness that the opportunity will pan out and how many resources do you have to utilize for it to do so? 

Solicitation

Once you’ve done all of the necessary homework, you should be ready to place that first call. I always encourage dry runs, of course! One should not be afraid to ask questions at this point. The key? Ask SMART questions. 

Develop Value Proposition

Ask yourself: If I were the prospect, why would I do business with me? You must be able to answer this question before you prepare to pitch your business to the prospect. This is what we call your “value proposition.” Essentially, the prospect’s objectives must become your objectives. 

SHOWTIME: The Pitch!

Whenever we walk into a room with a current or prospective client, it’s show time. Preparation is the key. If you know the prospect’s objective and you understand how to achieve it, you should be ready. 

Conversion

Conversion is one of the most difficult stages of prospecting. You do not want to annoy the prospect but persistence is definitely important. You must find out the prospect’s sweet and “ticky” spots. Play to this understanding to allow your organization to remain top of mind. If there is not a current need for your service, do not let them forget about you –EVER. 

Retention and Expansion 

So you received a yes. You’re not finished! Smart marketers and business people always develop a retention plan. Beyond retention, growth is a necessity. If you can’t grow the client’s business, of what value are you?

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An excerpt from 

The Art of Strategic Selling:  

How to Approach a Prospect Without Running Them Off

A presentation by Michael Steele, President & CEO of Advantage Communications, Inc.

To view the full presentation CLICK HERE