You create an offer, focus on groups of people who have reason to care, and contact them using several different methods to see if they’ll raise their hand.
In this case, raising their hand means having them say, “Tell me more about that.”
When they do, you have identified a prospect.
Seems pretty simple, expect for the one thing that holds the majority of small business back over 90% of the time. That one thing is called fear.
Fear of rejection.
Fear of not being good enough or seeming too pushy.
Fear of thinking you don’t know what to do or your brand image is weak.
Fear of picking up the phone or stopping by to visit.
If the phrase, “I don’t like it when people contact me out of the blue,” is running through your head right now, stop and think of something important for a moment.
What have you purchased recently? How did you find out about it?
The vast majority of the time, you were interrupted in some way, provided with an offer and asked to participate. You found value in an offer that you wanted and bought.
That’s how we all buy things. We find things we want from companies who make offers.
All it really takes to go from sales fear to sales advocate is success.
You need to run a sales process that works so that you’ll gain confidence, increase revenues and feel good about each day.
It's a well known fact that sales success breeds a lighter heart and a happier mindset.