The Corona Close: How to Prospect Effectively in Today’s New Market
Sales coach Dan Jourdan says now is a great time to be reaching out to prospective customers. Why? “Everybody is waiting for something to happen,” Jourdan of “Sales Arbiter” told attendees at the Sept. 15 virtual meeting of the Georgia Association of Business Brokers.
While getting referrals is always a great way to get new clients, Jourdan — or “The Deej” as he is known — said cold-calling prospects is also a good strategy. He encouraged entrepreneurs to prospect by using publicly available information about business owners, such as Reference USA, a business database available through public libraries.
Another tip, avoid contacting prospects with messages laden with words such as “I, we, us.” “Those three words literally repel your prospects,” he said. Instead, try “you, yours, y’all.”
The seven magic words for breaking the ice? “I wonder if you could help me?” Most people will respond to people seeking help. Another good ice-breaker: “I wonder if you could give me some advice?” Queries that criticize a potential clients business or web page are huge turn-offs.
One recent solicitation from a potential client included a video clip, which instantly puts a potential partner into the client’s office. “It’s like you met them without meeting them,” he said.
Videos and cold calling are great ways to prospect.
“If you make enough noise, you’ll get more referrals,” Jourdan said.
Jourdan is a salesman who has successfully started from scratch, built up, and sold five out of six of his own businesses. But he is not a businessman, he is a salesman. The one business that failed was when he tried to be a real human, instead of a salesman. With his current firm, “Sales Arbiter, ” Dan and his partner Crispin Cruz work with small businesses in town that want to have self-functioning, highly profitable sales organizations within their company in which the owner is not involved. This way business brokers can sell the companies for more money! His business philosophy is a cross between Confucius and Robin Williams. Dan lives in Georgia with his wife Sharon and two children Matthew and Sophie.
The Georgia Association of Business Brokers, or GABB, is the state’s premier organization devoted to buying and selling businesses and franchises, and operates the state’s only real estate school dedicated to business brokering. For more information about GABB, please email firstname.lastname@example.org, call or text 404-374-3990, or contact GABB president Dean Burnette at email@example.com or (912) 247-3209.