There’s a lost art in sales today called eagle-eye prospecting. With all of our sales and marketing automation, conference calling, web leads, emails, social media, etc. – sometimes some good old-fashioned field work wins the day.
Here’s how I landed a $100k deal this week using this technique.
On Tuesday I had one scheduled meeting when my daily goal is two. I needed that extra meeting.
While visiting my first client, I checked out the surrounding area and found that I was very near a new prospective client. I gave her a call to see whether I could ‘”pop by to say hello,” and the rest is history.
She said “yes, that will work well this morning.” We refreshed a conversation about a project that we were discussing in November that had just been green-lighted and I closed it on the spot.
How many times do you do your first meeting and then go back to hide in the office hitting the phones, emails, or administration tasks?
In sales, we make the biggest difference when we are face to face and belly to belly.
My new client’s direct quote? “…sometimes these spontaneous meetings work better for me than trying to schedule one anyway.”
So take a minute to do a search in your CRM by zip code, or just eagle-eye a new prospect while you’re out. Then challenge yourself to snag that extra meeting.
You could find $100,000!