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Written by Matt Burkett
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02/07/12 |
 This title likely caught your attention as effectively as it did mine about a month ago. I attended a seminar sponsored by the Guilford Merchants Association promising the five best strategies to avoid the virus (cold calling). Steve McCreedy of Integrity Solutions delivered much more than a “how to avoid cold calling” message. Steve offered a personalized platform to success!
Steve highlighted two types of prospecting: Push Prospecting and Pull Prospecting. Push Prospecting (cold calling) is inherently more difficult as you begin from a negative equity position with your prospect. You are viewed as a “speed bump” in the already challenging road map of their busy day. Pull Prospecting differentiates you from the countless other sales calls and voicemails they encounter because you are seen as a strategic resource, consultant, ally, advocate, business expert, and trusted advisor.
Now you’re asking how do you go about becoming seen as a strategic resource? The answer is found in Steve’s Five Best Practices of Sales Superstars.
#5: Networking and Referrals – Get involved in the groups and projects where your prospects exist.
#4: Professional Associations – grant yourself the credibility of involvement in these associations and get on the board.
#3: Writing – Be seen as an authority in your industry, regularly practicing the art of writing is critical.
#2: Speaking – Develop the skill of speaking in front of people and groups. It will help you hone your skills when you’re pitching your next big prospect.
#1: Small Forums – in these situations you are practicing educational marketing, positioning you as much more than a salesperson… a strategic resource.
While there was even more substance to this seminar, I would like to highlight a unique experience I had yesterday. Steve McCreedy whose website is – www.innermetric.com – spent thirty minutes reviewing a profile instrument to help me gain a better understanding of my strengths, weaknesses, areas for study and growth, and business cultures where I would thrive. This type of personal coaching is rare and will be vital to my efforts to grow as a sales professional.
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