Prospecting... Are You Hunting or Fishing?
When you use the right bait (something of value) you will catch fish (new accounts) every time.
So how does it work?
Before you go fishing for new accounts there are three things you need to think about:
- There have to be fish in the area... go where the fish are! A pond may have fish but they are probably all small fish. Rivers, lakes and streams may have bigger fish, and the ocean probably has the biggest fish of all. The question is... are you fishing in the right place for the size of fish you want as clients?
- The fish have to be hungry... talk about what they like to eat! When you start asking questions as you discover their needs, are you making them hungry for what you have?
- The bait has to be what the fish are attracted to... find out what they like! Make sure you using the right bait by only presenting what they want, need and are attracted to!
It's all about the presentation!
Some fish are attracted to a shiny lure of some kind, and some fish like live bait; maybe a minnow or a worm.
It works the same for businesses. Some businesses are looking for a few T-shirts and some businesses are looking for a complete merchandising program.
The point is... you need to be very subtle in your approach so you don't scare the fish away before they hear how you can help them.
If you are with a larger company, connect with your sales manager to assist you in determining the most populated lakes and oceans to fish in, and the best bait to use to attract the kind of fish (accounts) you want to work with.
We at HALO Branded Solutions have very knowledgeable regional VPs and an exceptionally qualified marketing department that works with our sales force to develop the tastiest bait and identify the most populated waters to fish.