The Fear of Prospecting...Do you fear it?

Do you fear the idea of pulling a door for the possibility of earning a new customer?

If you do, you might want to think about another career than sales. Sure, you can make phone calls or do a “drive-by” and drop of a card and trick yourself into thinking you are canvassing for new business…you’re not!

Pull the door! If you are selling products that apply to the front office, then pull the front door if you are selling products like packaging go around back. Be confident in yourself, products, and services. For example, if you are selling packaging related products, go to “Will-Call” and ask for the decision maker. Or, stand at the dock(s) and ask the first person you see if they can introduce you to the shipping or receiving manager, operations manager, inventory control manager, plant manager, operations manager, etc. 

I have found that if you are bold but respectful and dress the part you will typically get introduced right away. You can improve your odds with some sort of “swag” like a hat, box cutter, or small product sample. Then ask if you can take a tour of their operation. While admiring what they built/manage take mental note of the environment. Find a product or area that you feel your product can improve their operation and home in on that and ask open-ended question to learn more. While doing this you will open a dialog where an opportunity will present itself. Start of small with a product they buy often and quote on the spot (know the market) or offer a quote and a time to come back and present. If you are selling machinery offer a demo. Slip into your conversation a few questions about their current supplier such as where they could improve.

Point being…pull the door and pull many more to improve your odds. What is the worst thing that can happen?  If you have ever been asked to leave the premises in your career, then your part of the winner’s club.