Are you tired of cold calling? What would it mean to your overall sales if you were getting in front of highly qualified, favorably introduced clients on a regular basis? If you are ready to increase your effectiveness as a sales person, use the following 5 Step Prospecting method to increase your success!

Step #1 - Get the Affirmative

Ask your current customers what they think about your product or service. Assuming that they like your product or service, they will answer this question in a positive way, which will set them up for the next step.

Step #2 - Ask for Referrals

Now that your customer has just raved about your product or service, ask them who else they know could benefit from your product or service.

Step #3 - Get Some Depth

Now that you have a name, find out as much information about that person/organization as you can. This will allow you to understand their needs, as well as their hot buttons. Customize your approach accordingly.

Step #4 - Ask for More

Now, simply ask the question, "Who else comes to mind?" The goal here is to get as many warm referrals as possible.

Step #5 - Ask for the Introduction

Now that you have a number of great referrals, ask your customer if they would do you a favor and simply call these people to let them know that you will be contacting them. This simple step will greatly increase the response rate of your new prospects!

Use this 5 step process with all of your customers, and you should never have to make another cold call again. Your overall effectiveness as a sales person will rise dramatically as well!

Author's Bio: 

Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at .

Copyright © Tom Kelly, Potential In Motion, Inc.TM 2003