The Prescription For All Your Prospecting Problems

Prospecting by far is the most difficult area a Pre-Need Seller will confront.

The standard remedy is to Cold-Call or Door-Knock.  This cold method has been in place forever if not longer.  In today’s world it’s not easy to door-knock with gated communities, city ordinances, and the general attitude of the public.  In addition cold-calling has several more problems from the do-not-call list, to restricted home phone numbers, to the popularity of cell-phones, and voice-mail to name a few.

To get prospecting the soft-fuzzy way I’ve included some previous posts:

10 Concepts to Contrarian Prospecting

7 Secrets to Prospecting Conclusion

A Top Secret Approach To Prospecting

As we cover Prospecting from a completely different mind-set be sure and read the above posts.  7 Secrets to Prospecting conclusion has all 7 parts.  It is important to get the concept down before continuing.

A recent question about Mining Your Natural Market:  ”I can’t approach my friends and family about pre-arrangements.  How else can I do this?

2-Minute Drill, Mine Natural Market

First, I don’t advocate selling pre-arrangements to friends and family (at least not when you first get into the business).  What I advocate is a simple exercise to tap into your natural market and leverage those spheres of influence to gain referrals and practice your presentation.

Second, once you are able to tap into spheres of influence you will become more comfortable with your presentation and asking for referrals.

Third, you will discover Champion Endorsers

Fourth, if you cannot practice on friendlies how are you going to practice on folks you don’t know?

Fifth, once you get the concept of gaining referrals you can literally operate totally on a referral basis.

Sixth, by mining your natural market you will have the beginnings of a compiled list of people to go after

Seventh, mining your natural market will help you to identify a niche prospecting group to go after

There’s more but this should get you started for now.

Click here to get more info on Mining Your Natural Market

Happy Selling!

David…

P.S.  Click here to get more on Mining Your Natural Market

P.P.S.  We’re continuing our series on:

 Everything You Always Wanted To Know About Sales Letters/Prospecting But Didn’t Know Who To Ask, part one was on sales letters

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