Keys to Comfortable & Effective Prospecting
Rapport & Trust Immediately!
1st, cut to the chase. People are so busy and get so many
calls these days, so don’t mess around with pleasantries. 2nd,
be totally up-front & honest with your prospects: “This is a
sales call. Do you want to hang up?”. Make them feel comfortable
saying “no”. “If at the end of the call you are only 99% sure
you want to meet with me, please say ‘no’”.
at the appropriate level!
The best prospectors that I’ve experienced always use the inferior
position. Then, after they have gained rapport they may come up to the
equal level. The inferior posture is disarming! I’m not sure the
superior level will ever come in handy.
clear on your outcome!
If you do not make it clear what you want to have happen, then
you’ll get what you asked for. You can even tell your prospects what
you want up front. “I want to help as many business owners triple
their business as possible, including yours. But, don’t hire me
unless you are absolutely sure this is the right thing. If it’s not,
please be respectful to me and say “no”, not I’ll think about
The way you look and talk, your attitude, the materials you present,
testimonials, lists of satisfied customers, if you came in by
referral, any credentials or demonstration of expertise, size of
company and length in business, the appearance of quality in the
product or service.
Prospect Your Target Market! Stop
wasting time on inappropriate prospects. Stop wasting time on so-so
prospects. Go after your ideal prospects. Define them in every way
imaginable. “Enjoys paying for valuable products/services that will
help him/her grow their business.” “Is friendly and courteous to
Christian E. Mickelsen
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