How to Keep Your Sales Coming In during a Recession

In a pending recession, the question always comes up on how to find more qualified prospects since a business will need more prospects in order to close the sale. Since businesses spend less money in a recession, you will need more prospects in order to keep your business at its current revenue levels.

During a recession, the best sales process is one that can quickly and inexpensively maximize the number of qualified prospects. This is often done by relying on the internet or targeted lists for phone prospecting.

One of the key skills that a business owner needs is the ability to find a good list of prospects. These lists can be found on the internet and also can be purchased from a list broker.

One way to get quality lead names is through the use of Splash Pages or what is more commonly called and Landing Page on the Internet where the prospect fills out a form for more information. Typically the form will be filled out in order to get what is called a “Permission Marketing” piece or access to a White Paper.

One way to warm up a call to a prospect off a list is to use direct mail to get them interested. By doing this the “cold caller” actually has a warmer call since the prospect may have already seen the direct mail piece and better yet may have visited the website and filled out the Landing Page

When going after the lead off of a Landing Page, one mistake that is made is to think that the prospect is partially sold but all the prospect has really done is to raise their hand and say they are “interested” based on filling out the form on the Landing Page. In most cases the script should not trigger sales pressure but be more of a consulting phone call where the prospect does most of the talking.

One area that is frustrating for salespeople is what to use for an opening statement when doing cold calling. It really takes a specialist like a Cold Call Consultant or Coach to help the salesperson create a script that does not sound like a telemarketer or a salesperson. The best scripts engage the prospect where the prospect does the majority of the talking in order to let the salesperson know if he/she is qualified.

The fear of making of making Cold Calls often freezes a salesperson and causes them to not reach their monthly sales goals. To overcome this Call Reluctance it is important that the salesperson or organization find a Sales Coach that help them immediately overcome this fear by reprogramming their subconscious mind.