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Easy, Effective, Efficient, and Enjoyable!" By Jacques Werth, President High Probability® Selling jacquesw@highprobsell.com
It is 100% certain that at any given time, a small percentage of the population wants to buy your products and services. We call them
"High Probability Prospects".
Finding High Probability Prospects
What's the exact percentage ready and willing to buy? It depends
on the product or service. It also depends on the effectiveness of
marketing efforts; bulls-eye, targeted marketing yields a higher
percentage of high probability prospects.
How can you hit the bulls-eye with your prospecting? Find out the
demographics of the highest probability prospects - data on average
customers and profiles of the largest customers. Ask the Product
Managers at companies you represent for these demographics. These
demographics are profiles of your High Probability Prospects.
High Probability Prospects are not people who are merely
"interested" in what you have to sell. They are likely to want what
you sell. It's just as easy to find people who want to buy as it is
to find people who have to be persuaded. However, the former are
much easier to close.
Don't waste time with low probability prospects
If the prospect says "no," you say "Okay, good bye." Wait for
them to say "good bye," hang up, and immediately dial the next one on
your list.
If the prospect says "Yes," you say "Why?" If they have a good
reason, make an appointment. If they are only "interested", don't.
Remember not to use the word "interested" in your offer, since
"interested" implies a lack of commitment and a low probability of
buying.
If a prospect wants you to send literature, get their email
address and send a standard file with a standard cover note. Don’t
put anything in the mail. Call back within 5 days and present a
different prospecting offer for the same product or service.
Do not leave voice mails. You will sell less and add to your
frustration if you do.
Be systematic. Keep good records.
Keep records of every offer that you make, including the specific
number of the offer, the date, and the time. You need that
information because you'll call the same list at least every 4 weeks.
If you don’t reach the prospect, no notes are necessary.
Make a different offer each time you contact a prospect. Your
offer can be for the same product, but change it to include two
different features. Or, your offer can be for another product. The
important thing is "not to" present the same offer to the same people
each time you call.
The average person using this method dials 67 calls an hour. Some
dial as many as 100 per hour. Depending on your prospecting list and
the time you're calling, you can make offers to between 10 and 35
percent of the people you try to reach.
Over 2,000 people have learned this prospecting process and most
of them are still using it. It's easy, effective, efficient and
enjoyable. And, it eliminates almost all of the rejection created
by traditional prospecting methods.
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