Building relationships during the sales and prospecting process

In today’s article I wanted to touch base and discuss some more marketing and sales material. Now I decided this would be an appropriate topic seeing many sales people underestimate the raw true power or marketing and prospecting. In this article I will discuss steps and measures you can take in order to gain new prospects and build on the relationships between them, yourself and your company.

Marketing takes a certain kind of skill especially when it’s cold call sales. The job gets boring redundant and seems it will never end. Well you’re right it never ends and if you have this attitude everyday then perhaps it’s time for you to look at a new career.

The first thing I would like to discuss is how aggressive you are in your cold calls. When you do your initial sales call you should be prepared for rejection. This will allow you to have a back up plan all the time. When you do your cold calls not only are you selling a product or service you’re selling yourself. At this point you should be attempting to build the relationship.

A rejection today should equal a sale in the future

When rejected you should be prepared to get some basic information form your prospect.

1. Do you have an e-mail where I can send you my contact information?
2. Would you be interested in seeing what we have to offer for future purposes?
3. Do you know of anyone else within your industry you could refer me to?

If the prospect gives you the e-mail

Prepare a nice friendly e-mail to send to your prospect. Add information regarding your company and products. Most importantly review their current operations and provide the prospect with compliments on how they currently do business or something along that line. What we want to do here is build on the relationship. Get to know your prospect, become friendly and keep in consistent contact.

Say something about yourself

In order to become friends with your prospect you have to find some sort of commonality between the two of you. Something has to pull you together and when you find this you have created what I like to call a future prospect.

Send the Product Specifications

This is an important part of the prospecting process. Research your prospect and find out where they are having bottleneck or internal issues. This way you can gear your information towards the needs of the company.

Determine the prospects Needs

Understanding what your prospect does and needs it of most importance when trying to build on your relationship. Stop and listen when they talk. Take notes and if possible record your conversations. There’s nothing worse then an uninformed sale person calling your company thinking they can help you do what your doing better when they know ntohing about you in the first place.

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One CommentLeave a Comment

  1. Blaine Bullman says:

    I can imagine a lot of sales people thinking what they have to do is sell, it’s not about selling it’s about communicating and conversing with your prospect about what you offer can help them in what they do.

    Just be human and not a seller and trying to convince people to buy from you.

    Good and valid points Brian.
    .-= Blaine Bullman´s last blog ..Blaineblogger Month 3 Stats Report =-.


  1. Vote on this article at says:

    How to build relationships with your prospects…

    In today’s article I wanted to touch base and discuss some more marketing and sales material….

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