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[Music] hello people welcome to the bbc youtube channel modern sales agencies have a different set of criteria for generating leads rather than rejecting in order to find success they now want quality leads the idea that it takes 10 nos to get one yes is no longer the case the only way to hit targets is to find new prospects which can be tedious intimidating and outright discouraging but in today's competitive market sales reps are still tasked with finding leads if you want more of this content subscribe to the bbc youtube channel and hit the notification bell by practicing in sales prospecting games you can overcome the intimidation and boredom of this activity here are a few to get you started first is candy jar every time a prospect says no put a piece of candy in a jar when you reach 10 pieces the odds are on your side that you'll reach someone who is interested in talking with you soon this way you can track the jar and watch it slowly fill up knowing that you are getting closer to reaching someone who wants to talk with you if aren't your thing try putting chocolate chips into jars instead next is whiteboard willie creates a fun whiteboard chart with columns for the days of the week and rows for sales rep snaps each day insert the number of conversations and see who has the most interactions give daily prizes to the winners whether it's dollar store gag gifts or starbucks gift cards next is connections monitor how many prospecting calls different employees made and better mean who connected with the most people set appointments or had the most calls happen to them the loser buys some drinks or lunch for the team if a set number of calls occurred in a given week the manager can buy for the team next is lock off the draw with a deck of cards you write the number of prospects you want to make calls to mix up the cards then place them face down and have everyone draw one now call until that number's reached and when you reach your goal receive a reward next is ring that bell ringing a bell can help increase employee efficiency by increasing motivation to work harder and fear severe in the face of challenges we suggest using an old school bell around the office next is prospect take down great role playing technique vocally imitate the toughest prospects you can imagine so that the other reps know what it's like when handling a tough customer next is improve acting break up the monotony of selling buy improv acting one hour by distributing a bunch of different feelings and descriptors on index cards have sales reps choose one they will talk themselves into their chosen feeling throughout the fall these ideas are just a tip of the iceberg you can get creative with these games in any way that you would like just keep in mind that you want to increase appointment rates next is more prospecting games to play if you are consistently haunting you are called calling every week here are three other prospecting games to keep it interesting partner up create partnerships with one or two reps either virtually or in prison make sure to set up appointments for a two hour blocks of time if someone sets more appointments they win small prizes and bragging rights next is improved blog board with your list get a partner and play improv share a new list switch opening statements and call in prospects once you're done compare stories linkedin cribbage grab a cribbage board with pegs and a score sheet for the game board divide up the phone perspective in two ways calls set during the first hour and linkedin messages made during the second hour use one side of the board to track appointments from each of these tasks making sure to alternate over time how sales prospecting games increase your success rates your message resonates with your audience and makes you interesting to talk to without careful consideration you could sound too scripted and lose your edge with your daily schedule set in stone you may not be able to find the best opportunities when engaging with prospects just like driving the same route day in day out you may overlook key openings on a call prospect games help you stay focused and engaged by keeping your mind on the games at all times it tightens your attention when other things could sabotage goals helping you to avoid closing difficult gatekeepers these attributes are important in a call as they get past difficult gatekeepers and close more appointments schedule a cold call blitz day first you create plans for your product development and sales team so you can both develop a marketing strategy then we choose a game for the team to play in order to market your products each blitz day begins with a motivational kick off break past barriers and is more successful than the last at the end of a training call we will share our observations and extension plans with you to share the success sales success largely depends on routines there are only so many hours in a day to sell the more practice salespeople are at completing everyday tasks the more time they can allocate to high value activities like meeting with prospects or learning new skills sticking to the same method of prospecting will not always have an advantage because buyers may never be discovered through traditional methods however if you are considering new innovative ways to prospect for new clients you will miss out on some significant opportunities these commenters may not interact with you for being in a known business or for not being experienced in the field they might be unaware of their problem so they are unlikely to download your content or speak to a salesperson creative prospecting techniques will help you find quality prospects to add to your network here are ideas that can spark your imagination create a website for referrals for business it is important to have a website customers and contacts can use to forward referrals bill cates a sales referral expert suggests creating this simple website if a salesperson is calling and marketing their product as an investment the headline might read something like with main value of salesperson's product your business can thrive or putting the main value of salesperson product in your company will make you more profitable for those who want to take their branding strategy to the next level kate suggests a video introduction introducing yourself and explaining why you are passionate about your buttock can introduce new customers to your brand and thank them for their time ask yourself these questions [Music] why am i in this business why do i believe in the work i do why am i with the company i'm with now why am i excited about the company i'm with and lastly why am i more excited about this work than i have ever been before in my career you will want to remind your prospects what to do next give them valuable content in exchange for their name and email address or schedule a meeting with them through a two like meetings form strategic alliances instead of selling to your audience on your own partner with another company with a similar audience to sell to their buyers too you will each get qualified leads and in addition to that you will also be able to learn valuable insights on buying trends use this technique as a form of co-marketing both companies will increase sales as they gain information if you're not sure who to target try identifying the other products your target audience uses before discovering which companies provide those products once you have your list of top providers take a look at their website to identify which subsidiaries they offer suppose you sell accounting services to startups by asking your customers about other purchases they make in the same price range you could find that they outsource their legal needs then you might reach out to legal service providers and agree to send each other a certain number of referrals a quarter with your input you can help them leave behind up to two months of time and get their legal needs done in only two weeks in case you are sure which non-competing companies your customer purchased from ask these questions are you considering anything else as a potential purchase what's the last product you bought where do you plan to invest in x what other challenges are you experiencing and lastly what other needs do you plan on dressing attend your customers events people interested in your products are more likely to be looking for related products and events will provide them this information that is why events hosted by your customers are naturally a great place to find prospects it is worthwhile to stay in touch with customers after they have signed the contract and reach out to them every three months and ask how they're doing ask about their experience offer them your expert opinion show you care about their company or connect them with someone that would benefit from knowing them with strong connections and consistent value provided customers are more likely to want to invite you to events monitor their website and or subscribe to their newsletter for event updates ask your customer is there an event coming up if they respond positively you can grab tickets yourself send them a book sending someone a book can generally go very well corporations employees and even ceos appreciate receiving packages and many people are only willing to get off their butt to call or email you back if they receive one as well lastly you are able to demonstrate your expertise by choosing a book that reflects the needs of your prospect to use this technique with an individual prospect identify one to three topics she would likely to be interested in the person might be the director of human resources at a mid-size software company ing to information we have obtained from similar prospects she will most likely be focused on shrinking average time to hire improving two-year retention and creating more professional development opportunities use these priorities to find a book with relevant advice or case studies if you are struggling finding something ask similar prospects for their favorite work related reads or search pain point best books and best books for prospects industry send the book to your prospect and include an email telling them why they may be interested in reading it here is a sample template dear insert the prospect name are you struggling with x looking to capitalize on y or concerned with z trend this book could be helpful to you in this area i found the specific tip or section or explanation of chapter x especially useful best insert your name most mail carriers allow you to request a signature upon delivery for an additional fee take advantage of this option by calling or emailing your prospect as soon as you find out the package has been received say something similar like hi insert prospect name i wanted to schedule a time to discuss the concepts in your book what are your thoughts on insert the date and time if you seem like a blessed person and they have time you have a good chance of getting a meeting offer complementary consulting sessions when time is one of the most precious resources for salespeople getting nothing in return might seem unethical however it can be a great way to find good fit prospects first define your ideal customers the industry they work in the market they're located and the role then you can identify either an issue that is relevant to many of these companies or one that is unique to them in this case the biopharmaceutical salesperson might cover how difficult it can be for research companies to get funding for their projects these workshops offer help every step of the way from setting up a presentation to helping with packaging and more the time you set for your workshop depends on the size of the issue and what your customers desire from you if you have few clients make your sessions longer for those who are looking for quick solutions a shorter amount of time works best these consultations will let you be seen as an expert in the space when prospects are looking for a solution to their problems you will naturally be one of their first choices you can also use this technique to connect with referrals tell your current customers you are providing free consultations on a specific challenge then ask if they know anyone dealing with that challenge become a matchmaker you should try asking prospects if they're looking to hire new workers or buy more goods post a question can you describe your ideal supplier employee partner and customer utilize the criteria provided by your prospect to find potential candidates this will help you build a long-term mutually beneficial relationship with a customer that seems like they were made just for you start or join a niche group associating with groups how prospects find you for example if you sell building supplies to local contractors research groups for local real estate investors realtors contractors and architects if in-person meetings are where you want to attend make and attend meets regularly get to know attendees and even get a chance to speak at any one of these events you will make important connections with quality prospects that will be more likely to remember you when the time comes for them to cooperate with you such as when it's time for you to order some supplies or need recommendations from their business partners online groups are a good way to grow your customer base first start with something referred to as a cold outreach this involves contacting potential customers and not immediately pitching something related to you or your company begin by getting to know the people in the group adding value by answering questions and sharing useful information in cases where you are engaged in a customer to customer exchange and asking for further information communicating privately rather than publicly makes the sale more likely proactively sharing your message with potential customers is spamming or annoying when it does not produce desired results if you have any questions regarding what they click like on choose the weight before sending a message make sure what they liked is still relevant and match the answer to their knowledge level if not then just send it as a follow-up without needing to ask what they clicked like on and that's it for this video bbc member remember to subscribe to our channel and if you feel like we have delivered value please share this video with one person that's right just one person is a of your appreciation for the hard work you put into making content that educates and helps you on your mission of building your own fortune remember you can watch video after video but it isn't until you actually take action that you will start to see yourself see you soon