subject: Approaching Prospects - What to Say to Someone That You Want to Have Check Out Your Business [print this page] Approaching Prospects - What to Say to Someone That You Want to Have Check Out Your Business
Ever have a difficult time thinking up how you can approach your prospect? Here are six effective methods for approaching prospects that you can use to professionally invite them to take a look at what you have to offer.
1-Direct
2-Sideways
3-Backdoor
4-Yes
5-Ambush
6-Puppy Dog
Use these approaches to lower sales resistance, increase curiosity, and have your prospects excited to view your presentation.
1- Use the "Direct" Approach when Approaching Prospects
Use the direct approach when your prospect feels that you are a successful and credible person from whom they should take advice. Let them know what you are doing. Tell them that you would like them to check it because you would like to work with them.
2- Approaching Prospects with The "Sideways" Approach
Is your prospect significantly more successful than you? Use the sideways approach. Let them know you respect their opinion and would like their advice. Ask them to check everything out and reveal their thoughts. Do they think you made a smart move?
They might possibly get excited after taking a look and decide that they want to be a part of it.
3- The "Backdoor" Approach for Approaching Prospects in action:
"I was hoping you could help me with my business. I don't think this would be your thing. I just don't think that you would be interested, but I thought you could help give me some ideas or referrals. I'm trying to identify qualified candidates that I could work with very closely and help replace their income with this business project. Does that sound like anybody you know that I could call?"
They could share a few names, or they could ask you what your reason is for not thinking of them in the first place.
4- Approaching Prospects with The "YES" Approach
Use this when you run into an old friend, or meet someone new during your day-to-day routine. Don't use any technique. Just talk to them like a friend. If at any time during this conversation they mention that they are sick of their job, boss, low pay, lack of vacation time, or want to make some kind of change; make a mental note of that.
Now is not the time to go into a sales pitch. That will come later. Seriously, don't jump into sales mode right now.
You are just there to be their friend and listen right now. Finish your visit on a positive note.
Get in touch with them in a day or two. Tell them something like this, "Hey Jane, the other day when we were talking, you mentioned that you were not happy with your job and that you were looking for something new. Were you being serious when you said that?"
If Jane says, "YES." You have just been given permission to share your business ideas.
5- Approaching Prospects with The "Ambush" Approach
Get your team leader on the phone and just dial up your prospect. Get the introductions out of the way and then close your mouth and listen.
6- Use the "Puppy Dog" Approach when Approaching Prospects
This was made famous when people would look at puppies at a pet store, but didn't really want to buy. The owner would let them take it home over night for free. The customer would fall in love with the puppy and not want to give it back. So they would just buy it.
Offer your prospect a free product sample. Let the product sell itself.
Approaching Prospects will require you to take a look at your skills and abilities. You may need to experiment and try different approaches with different people.
