March 31, 2018 Comments Closed

Five Tips for Improving Your Prospecting Activity

Posted by:CLIFTON WARREN onMarch 31, 2018

 
For a while now, you’ve been trying to get your producers (salespeople) to see more prospects.
 
You see other businesses doing it. They seem to make it look so easy.
 
But for some reason, success keeps eluding you. Every time you get close to building a strong sales pipeline, something happens and you end up right back where you started.
 
Not anymore.
 
From now on, you’ll be armed with the same tips, tricks and secrets that the top financial services professionals have at their disposal.
 
Give these tips a try; they’ll work for you too…
 
Tip 1: Never allow yourself to be drawn into the client service trap and become bogged down in the day-to-day routine of client requests.
 
WARNING: Being caught in the service trap will quickly lead to no sales pipeline, no relationships and the false belief that you are too busy to sell.
 
Tip 2: Avoid hiding behind activities and ‘busy work’. I’ve observed that when sales people spend their time on sales activities, rather than service work, client service error rates are dramatically reduced.
 
Tip 3: Be sure to spend 80% of your time on sales-related activities – collecting referrals, getting results, managing relationships and achieving 100% retention.
 
Bonus Tip: There are five key relationship areas that require active management: clients; prospects; co-workers; suppliers; and centres of influence.
 
Tip 4: Always remember this: sales people should sell, and service people should service. Start by turning over the bottom 80% of clients to your service team.
 
Tip 5: Build and maintain a division between sales and service. Make sure everyone focuses on the acquisition and retention of ideal top clients.
 
Example: Create a list of the traits and characteristics of an ideal top client, and ensure everyone understands this.
 
In summary: Building a high-performing team is a fairly simple process, when you apply these five tips.
 
I’ll leave you with just one more…
 
Take action right now – even if you don’t feel ready.
 
Now get to it – you’ll be glad you did.

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