Without a sales prospecting plan, it's going to feel like you're throwing spaghetti up against the wall, hoping that something sticks. What you need to do instead is be precise and clear with your sales prospecting actions.
Sales reps that show up with a plan and execute it daily far exceed those that "wing-it." — Brandon Schaefer
The first step in creating a sales prospecting plan is identifying your target market for the specific product or service you're selling. The more detailed you get, the better. Select internal groups at a company, i.e., human resources, accounting, etc., and drill down into recent market segment changes that affect the way they do business. Talk about how your product or service is going to benefit the sales prospect directly. Get right to the point with the value you provide.
The fortune is in the follow up. — Jim Rohn
The second step in creating a sales prospecting plan is following up. Without a follow-up procedure in place, all the hard identification work you put into your sales prospecting efforts will be wasted. Sales are typically NOT closed in one shot. It takes multiple touches, from numerous different formats, i.e., phone, email, text, in-person visits, etc., over an extended period of time. The more detailed your follow-up, the better results you'll have. Be sure to track every engagement and always have the next step ready to go.
Make prospect onboarding dead simple. — Brandon Schaefer
The third step in creating a sales prospecting plan is to provide an easy way for your sales prospect to convert to doing business with you. Simplify your onboarding method and collect the bare minimum information and billing needed to get the contract started. The most important part is collecting that first $1.00 of the transaction. Once they're in your system, you can go back and collect all the other information needed to support them as best as possible.
Most importantly, if you need help creating a sales prospecting plan, GET IT. This 1-hour live Zoom video call is a great place to start if you're looking to get a quick and personal sales prospecting plan created.