Prospecting: Building an Advocate Army
An article John Boe on RISMedia
Posted by: RET Staff
One of the greatest concerns facing all salespeople is prospecting for new business. As a commission salesperson, your livelihood is directly dependent on your ability to prospect effectively. Do you consistently ask for referrals? To be successful in the sales profession you need assistance from your clients in the form of referrals. An advocate is an individual that will go out of their way to recommend you to their friends and associates, and average salespeople do not invest their time nor spend their money developing clients into advocates.
Obviously, the more people saying good things about you and your company in the marketplace, the more sales you will make. I have never seen a salesperson leave the profession because they had too many qualified prospects to work at one time. Building an advocate army doesn’t happen over night, but the time, money and effort required to develop advocates is certainly worth it. Most clients are initially reluctant to provide referrals and need to be encouraged and trained. Cows don’t give milk; you’ve got to work for every drop. To become effective, advocates need to be trained and motivated. Advocates aren’t born they’re developed!