Prospecting process steps for NPOs

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how do you prospect for new sales in this short video i give you my sales prospecting process welcome to my channel i'm mike so please you could join me do subscribe to the channel it is completely free and you'll be notified of any videos coming up back to my prospecting process so you start off with your list of viable suspects you will need to uncover the contact name of the decision maker now social media and in the internet are useful but the best way is to call up the company and ask now your company may have already given you a database to work from now i wouldn't trust that the information is correct so i'd still advise you to call them anyway if you're introducing your product or service by using some kind of marketing material this can be a gentle way to kick off the relationship for instance you could say to the person who answers the phone hi i wonder if you could help i'm just looking to send some information to the person responsible for x about x i'm just wondering who i needed to send it to now if you stop there one of three things will happen first they give you the name make a note of it thank them and hang up they may even put you straight through now second they don't know who you should send it to in this case send it to the most likely job title or department thirdly they may have a no name policy if that's the case see point number two now once you have your contact name post off your literature or brochure with a covering letter once you've sent off the letter give the prospect about two or three days to receive the letter before you give them a call now telephone prospecting is the first stage of the selling process proper now it's not for the faint-hearted but if you get good at it it can pay handsomely now remember where the prospect might be in their buying cycle if they call you you are more likely to have competition so before making the calls get yourself into the right frame of mind if you work from home get ready as if you were going to the office organize your environments ingly with everything that you need remove all possible distractions standing up is a great idea it gives dynamism to your voice smile when you dial the prospect will hear it in your voice be polite thank them for the time now just a word about scripts if you would like a copy of a telephone script do send me a message in the comments below and i can send one straight to you a final word about cold call reluctance now there is a saying where i come from shy kids getting out now otherwise translated if you don't ask you don't get now with the thoughts of cold telephone callings fails you would dread you're not alone you have to get over it though and there are many ways to overcome cold call reluctance one trick is to translate each phone call into a monetary amount so for instance one phone call could translate into one pound in commission another trick is to reframe it instead instead of ringing for a yes you're collecting those make it a game how many knows can you collect today this is a trick i learned from a book called go for no remember the more no's you get the more yeses you get the best cure for cold call reluctance is to just do it and do it again and again do a little and often every day soon enough your mantra will be 25 calls a day 25 calls a day that's my job 25 calls a day as ever thanks for watching i hope you got value from this please like and subscribe and i'll see you in the next one