Part Five - Prospecting for More Sales

Guest post by: Lawrence Atkinson
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Risk Management for Law Firms - By Lawrence Atkinson

So what are the three types of prospecting calls? There are:

Cold Calls You don't know them, they don't know you.
Warm Calls You know then, they don't want you.
Hot Calls They know you, they trust you, they have a need.

Remember, selling is a numbers game. What I mean is, you need to pay attention to a
lot of numbers and we'll look at some a little later on; but here it is worth remembering that each time you are out on a cold call it is costing you whatever your “dollar per hour” value is. Have you worked out your dollar per hour value? It is a good idea to do that. It puts some definition to what you do - you need to be producing an income in excess of that to "keep your business".

The next step on from cold calling is pre-call planning. Pre-call planning puts you in the classification of warm-to-hot.

Pre-call planning means doing your homework before you call on your prospect. This type of call puts you in control - it's also much more cost effective than just grabbing your briefcase and heading off for a few "drop in and see" calls. Pre-call planning saves hours on the road. Instead of hitting the road, hit the research and find out information on your prospects.

Where can you get information on your prospects?

 The media
 Personal friends
 Business Contacts
 Telephone books
 Keeping your eyes and ears open

Pre-call planning also allows you to control your time with a particular prospect.

If used effectively:

 You decide before the call if you want the business
 You control your time.
 You make the moves to get the business.
 You use persistence to win the customer.

Continued in Part Six

Sales Prospecting Techniques

Sales Prospecting for Sales Results

Sales Prospecting

Sales Management, Prospecting, and a Sense of Urgency©

Prospecting it is simple only DOING counts

Sales Prospecting is the most important skill©

Prospecting - Time really is money©

Prospecting's 8 Simple Steps©

Sales Prospecting Is a Dirty Business (or Why a Clean Desk Is Not a Good Sign)

Keep Prospecting Simple©

Get In a Rut

Maximize Revenues©

Two spectacular sales ideas©

The Paradox of Sales Training

Prospecting For New Business - Cold Calling

The Threat of Recession and The Field Sales Professional

Sales Stops & Starts

Missed & Lost Sales Opportunities

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Risk Management for Law Firms - By Lawrence Atkinson

About the Author: Lawrence Atkinson

RSS for Lawrence's articles - Visit Lawrence's website

Lawrence is the Principal of Lawrence Atkinson Career Management Services, and Lawrence Atkinson Practice Management Services.

Prior to starting his own business he was the Managing Consultant, Legal at Advantage Professional, which Lawrence joined following his time as Practice Director at Argyle Lawyers, a Sydney-based commercial law firm. His career includes being the National Manager for Corporate and Community Partnerships at Mission Australia, the General Manager of Shelston IP Patent and Trade Mark Attorneys, running his own business services company with his wife Paula, and 27 years with Westpac in Europe, the Middle East, PNG and Australia.

Lawrence holds Fellowships with the following organisations:

Australian Institute of Company Directors
Australian Institute of Management
Australian Institute of Training and Development
Financial Services Institute of Australasia

Click here to visit Lawrence's website.

More from Lawrence Atkinson
Prospecting for More Sales A TenPart Series
Sales Lesson 1 Get Noticed
Practical Practice Management for Law Firms Part One
Part Five Prospecting for More Sales
Part Six Prospecting for More Sales

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Part Five - Prospecting for More Sales

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