Prospecting the "Nos"
If you’ve been following for a while, I’m sure you’re already well versed in prospecting methodology. If you need a refresher, here’s my stack on Prospecting 101:
Prospecting 101
Call it a hunch (or anecdotal evidence), but there’s a surprisingly large amount of Online Sales Professionals who don’t prospect and a lot of the reason is they were either never taught or it wasn’t the priority their sales leaders thought it to be.
If you’re doing this, I’m really proud of you!
The real question is: are you getting a lot of “Not right now”, or straight up “No”?
I’m willing to bet you are, and it’s such a vibe killer. You set out to make some calls and dig up some business, but after about 10 hang-ups the rejection gets to you.
For Subscribers: Let’s talk about how to work through those no thank you’s and boldly find the sales you’re looking for.
It Starts With Your Greeting
Hey soft skills, it’s time to show up. This is the work we train for.
Remember that the folks you are calling at one point opted in to hear from you, they sought you out. For one reason or another they passed on the opportunity and now you’re tasked with re-engaging them.
I want you to track the last 10-15 calls you’ve made. How did you greet people?
Believe it or not, I still work as an OSC for one of my clients ( you can check out my fractional OSC services here); so I started with my own. Here’s what I heard:
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