Prospecting: Establishing Relationships

During a small briefing with new agents recently, I was asked on how should they start and build their market. Well, I gave them some known ideas and also a few personal experiences which I obtain through practice.

Usually, not all ideas and strategies will work for everyone. So, use your personal strength & experiment with these ideas. I hope it helps you towards success, as defined by Tom Hopkins as “the continuous journey towards the achievement of predetermined worthwhile goals”

Prospecting: Establishing Relationships
By Bryan Flanagan

Selling is a contact sport. By increasing your contacts, you increase your selling opportunities. Here are five ways to contact potential buyers and build better business relationships.

1. Take a doctor jogging. One of our clients sells to hospitals, clinics, and doctors. She was having a difficult time meeting with a certain doctor. The doctor’s staff told the sales rep that she (the doctor) was a jogger and that she participated in various volunteer activities within the community. The salesperson thought outside the box and entered the doctor and herself into a 5K run for “Race for the Cure.” What an active way to establish a relationship.

2. Hit a bucket of golf balls. Do you play golf? (I do, but I still stand too close to the ball AFTER I hit it!) Does your prospect play golf? Instead of investing an entire four hours on the course, why don’t you invite your prospect out to the driving range and hit a bucket of balls for an hour? You don’t play golf? Well, try this. Pay for your prospect to receive a golf lesson by a local pro. What a swinging way to establish a relationship.

3. Celebrate obscure holidays. For instance, did you know that January is Hot Tea Month? Perhaps you know of a prospect that is a hot tea drinker. January is your month to make an impression. September is Better Breakfast Month. Maybe you should celebrate by taking a prospect to your favorite breakfast restaurant. October is National Popcorn Popping Month. Is there an office in your territory that could use an extra large container of assorted popcorn? You’ll be a big hit if you can find one. What a fun way to establish a relationship.

4. And along the same lines: Send greeting cards. Hand-written cards get opened. Hand-written messages get read. You can capitalize on obscure days because you can rest assured that you are the only salesperson celebrating these days. August 16th is National Tell a Joke Day. (Don’t get me started! Did you hear about the coin collectors that got together for old dimes’ sake?) September 14th is National Cream Filled Donut Day. October 5 is National Do Something Nice Day. Buy a card. Write a message. Mail the card. Wait three days. OK, wait five days. Call the prospect and tell her you were the one who sent the card on International Tuba Day (May 7). Greeting cards can help separate you from the competition. What a creative way to establish a relationship.

5. Offer a free service. We all like free stuff. So do your prospects and their staff. Perhaps you can make a presentation in a “brown bag lunch” format. Maybe you can bring in an associate to address physical wellness, financial issues, parenting or family matters. A vice president of a staffing agency here in Dallas conducts 30-minute sessions on what she calls “Lunch and Learn” programs. What an educational way to establish a relationship.

These may not all apply to you…but remember — this only works if you do!

Bryan Flanagan is a featured speaker for Ziglar, Inc. Bryan has 37 years of experience in sales and sales management. He shares his experience and humor in his book Now Go Sell Somebody Something!


Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )


Connecting to %s

%d bloggers like this: