If you are a top producer, you don't need to be told to ask for referrals or follow up on hot leads, because you understand that prospecting is a necessity and not just an activity.

However, if you are new to sales, or not quite at the top of your game, realize prospecting for new business, like any other skill, can be trained and developed into a habit.

Here ae effective ways to locate new customers and increase your business.

Train And Reward Advocates

An advocate is a person who's willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.

Once you're given a prospect, it's a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate's confidence and keep them from overeducating their referrals.

During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.

Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.


--Source: John Boe is a nationally recognized sales trainer and business motivational speaker.