Without doubt the single most effective way that I know to find new prospects and win new business is to be recommended. Being recommended by someone puts you in an extremely privileged position. Firstly you don’t need to sell yourself or your services as this has already been established and accepted. You simply need to conform to the picture of you and your capabilities that was painted by the person who recommended you. Then start a ‘diagnostic conversation’ to uncover the prospect’s problem(s). Get him/her talking about what is not going well, what is off track or is in some way causing him or her a problem. You are like a dentist “probing for PAIN”. The greater the PAIN the greater the size of the sale. No PAIN, no GAIN!
How do you get yourself recommended? Use every opportunity you get to talk about what’s in your BAG. What? Yes, whenever you meet someone you need to explain your Blessings, Achievements and Goals (BAG). For example: I am very lucky. I have several large clients right now who are keeping me extremely busy (B). I have just completed a very successful client installation of our new Mobile Business Messaging service that allows their field sales people to stay connected with the office when they are on the road. They really love automatic synchronization of email, automatic updates to meetings and changes to their agendas (A). Based on this success I now plan to introduce this solution at Group HQ. They have over 1,000 people who are travelling constantly. They could gain even bigger savings in time and increases in efficiency (G). So, show everyone your BAG and soon they will be recommending you to their associates, colleagues and friends. Good Luck and remember Always Be Prospecting.
Next week we will look at how to use the Business Lunches to find more prospects and double or even triple your success in selling.
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