The Keys To Niche Prospecting/Presenting

When niche prospecting…

Niche prospecting is making the correct presentation using the correct language to the correct group of prospects you’ve researched.  If you have something in common with your Prospects (Mining Your Natural Market) it will reduce the amount of research you need to do because birds of a feather flock together.  If you don’t have a natural commonality with the Prospects you’re going after you’ll need to research, research, and still research.

After you’ve determined your niche Prospect if becomes all about presentation.

The first key to a great presentation is to organize.  People are led through a quality presentation using a step-by-step approach which includes establishing the need.

You cannot assume your Prospect will understand the need to make pre-arrangements.  Using your story of why you got into the business and talking to your Prospects about their experience in making pre-arrangements will help you establish the need.

The second key is the presentation has to be understandable.  Using industry terminology and buzz words will not get the desired results.  A confused Prospect doesn’t purchase.  You must related to your Prospect and not assume he/she knows a lot about your product.

Use the same terminology as your Prospect to describe what you are talking about.  Don’t share everything you know.  What matters is what’s important to your Prospect; not what’s important to you.

The third key is your presentation must be interesting.  Don’t bore them with everything you know.  Use your knowledge as needed.

The fourth key is your presentation must have a call to action.  You’re not there to make friends but to be professional and for Pete’s sake ask for the sale.

Selling lots of pre-arrangements begins with Prospecting in front of a group of people (niche prospecting) that have similar commonalities.  The next step is to organize your presentation into a logical step-by-step process.  Make your presentation understandable, easy, and use terminology familiar to your Prospect while making it interesting.  And finally, ask for the sale.

Happy Selling!
David

 

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