Phone Prospecting
Is All About Warm Prospects

This prospecting technique is very much like gardening. You till the soil to prepare it for planting. Then you plant, drop seeds, in the new furrows that you cultivated. As you nurture the seeds, you continuously weed your garden removing the less desirable, unproductive, elements.
Why do I suggest warm prospects? Isn't this sales tactic about sales scripts and cold call sales?

That is the perception. But it need not be cold call sales. Phone prospecting is about cultivating the garden right where you are. Every dealership has car salespeople turnover. That leaves a book of orphan accounts. Orphan accounts are fertile soil.

Car dealerships with a service department don't only service people who purchased there. There's another book of fertile prospects, service customers.

What about your sold customers. Who in their network of connections is looking for a car or RV? If you are not staying in touch, not cultivating the "Call me" seeds, you will miss out on these opportunities.

I could go on - phone prospecting includes people in your network, people who place For Sale ads in the classifieds, leases coming due.

Here is why of all the tips, all the sales tactics, ongoing prospecting is key. If sixty to ninety days before today you did not make any phone contacts, your sales will decline.

This is a fact. There is a cycle. I used the analogy of gardening, some refer to it as farming, call phone prospecting what you want. The point is if you are not consistently calling your warm market, your sales will not be as good as they could.

Everyday you need to schedule solid time to make calls. You need to plan for this and stick to it. Your daily plan should include a target of how many people you will speak with. Not how many calls. Don't count voice mail and no answers. Count actual answers.

Keep track of your numbers. Maintain a score card to see how well you are doing. Then try to improve on it. If you are averaging 12 sales a month as a result of your calls, how do you get to 12.5?

Cold call sales, no. The people you call are those with a connection to the dealership, have listed their vehicle for sale, or have a connection to you. And you are not calling to sell them anything. You are simply nurturing your garden. The harvest will be more sales and more people you will be able to help.

Remember: Nothing happens until someone sells something.

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