A simple phone call to update clients has become a complicated mesh of training and scripting. The phone calls that don’t end up in appointments are considered as failed prospecting. Instead of the opportunity for future business and all that pressure piles up and turn into pain. Pain that we would naturally want to avoid, but most of the time, fails.
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No matter how good your area knowledge is, how agreeable you are as a person, or what your marketing techniques say about you. If you aren’t reaching out to enough people, there won’t be enough in the pipeline to sustain a successful business. It is a given how simple it is to "just pick up the phone and call" but why is prospecting this challenging? You have the list of people to call but looking at the numbers just gives you chills. It is just not humanly possible to call all these people. And the nightmare is that these numbers will keep on adding up.

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You don’t know where to start.

You sit there and you stare at the computer screen wondering where the answers are. You gaze at a list of overdue ‘follow up’ tasks searching for inspiration about what you could follow up with and then maybe you just start clicking through different screens, hoping to find the right ‘list’.

Use a CRM, and if you are already using one, then this is the right time to use it right. If you are out of sync, you only need to know the first step, because you know it is followed by the second step.

In lead prospecting, the first step is always to make the list and you have this one covered. All you have to do now is to sort it out in categories. Let us start with a simple category: Qualified and Unqualified leads. Now, this simple category allows you to focus on the Qualified leads for Sales and target activities that are intended to convert your existing unqualified to qualified leads. From here you can progress naturally. At this stage in your prospecting, the ultimate goal is to determine the quality of your leads and gauge (on an individual basis) whether or not they appear to be a strong potential prospect that’s worthy of your time and effort to proceed with attempting to close the sale. You can focus on the important ones and let automated systems like Trycall keep you connected with the others.

You don't have the time.

It is true that everyone has the same 24 hours in the day as anyone else, but I’m guessing Major Players has a team to help them out with productivity. Minutes are money and so productivity is a game-changing advantage for anyone.

There is no getting ‘out’ of prospecting. It is very hard to make money if you aren’t talking to people. The trick is to make sure you are talking to the best people and finding ways to leverage your capacity so you are doing the most valuable work and the rest is being taken care of.

Squeezing more time out of the day is a big mission and so it requires a varied approach. This is why Trycall was created, to give you back time and you can focus on what is important. Trycall can make the number of calls that is not humanly possible. With a few minutes in your day to set up a Trycall campaign that will cover your entire list and all you need to do is wait for their callbacks.

Finally, don’t be scared to ask for help. There will be a large segment of your database which could still be mined for appraisals - maybe it is not the best use of your time as an agent but Trycall can help to find qualified leads hiding in your old cold list.

You don’t have enough data.

Many of the top challenges relate to outreach efforts are with the agent themselves.

It takes an average of 8 touches to secure an initial meeting with a new prospect. It also takes multiple kinds of media to break through and get attention. Sellers at top-performing organizations run attraction campaigns that include phone, email, direct mail, voicemail, social media, and other ways to reach out to buyers.

An attraction campaign is a coordinated effort with different offers over time. Don't expect to pick up the phone, leave one voicemail, and send one follow-up email. It takes a lot more to breakthrough.

Prospecting is the process of initiating and developing new business by searching for potential customers, clients, or buyers for your products or services. The goal is to move these prospects through the sales funnel until they convert to revenue-generating customers.

One of the most important aspects of effective prospecting is identifying good-fit customers for your business. This means finding leads and prospects who truly need your product or service to solve their challenges and pain points.

These are the people who provide you with long-term business and value versus those who churn after closing a deal. You can identify good-fit customers while prospecting by asking the right sales qualification questions to all of your leads and prospects. You’ve got the cold call list and the warm lead list, and even a lost lead list. Prioritize each list and then take some time each day to call the people on your lists. Trycall can help you manage these calls that are basically impossible to do manually.

First of all, don’t underestimate the power of a phone call! Research shows that 69% of buyers accepted a call from new salespeople in the past 12 months, and 27% of sellers admit that making phone calls to a new contact is very/extremely effective.

You are associated with people who don’t do prospecting.

For many established agents, who have lots of data and long service history with a lot of local contacts, prospecting looks a lot more like “having friends in the area” - it is where good relationship focussed prospecting should aim to finish. But it is not where you start! So unless you are satisfied with the volume of listings that are organic and inbound - there is probably more work to do in terms of calling out.

Prospecting, done right, not only creates a pipeline of potential customers, it helps to position you as a trusted advisor. It also helps you focus on the right accounts. That’s why it’s important to understand how prospecting fits in the overall sales cycle, and how to:

Trycall can help you on a couple of those steps. Our support heroes are a good resource to bounce off ideas on how to best approach your marketing campaigns.

In many ways, sales are all about the numbers. Practising strategic prospecting helps avoid solely relying on the number of calls made or emails sent. Realistically, there are only a certain number of calls or a certain number of emails that you can send in a given day, limiting the options for increasing your prospect pool. But Trycall can increase these numbers for you. Knowing who to target and taking a well-defined approach to reach them increases your chances of getting their attention and interest, helping you, in turn, better understand their needs. This is what can help move them along in the sales cycle, giving you a measurably better return for the time and energy you invest.

You don’t know what to say on your marketing or prospecting campaign.

Maybe, just maybe...you are overcomplicating the phone call by trying to be too clever because you are too much of a "Closer" or too focused on promotion rather than information.

Even a daily or weekly check-in with prospects counts. Again — just because you've connected with a prospect doesn't mean the marketing should stop. After you’ve given your campaign enough time to run, it’s time to take a step back and see what’s working and what’s not. Hopefully, you have benchmarks to compare how each touchpoint and each campaign is performing. If not, don’t worry. Start tracking now.