By Pat Hinds
If you make the choice to be a professional salesperson, you will need to make a cold call at some point in your career. Most people find cold calling difficult because it is often full of rejection and very few people like rejection. When I do my prospecting or work with a client on prospecting strategies I often look for outside inspiration for motivation and techniques. The best prospector that I have ever seen is a bounty hunter that has his own TV show by the name of Duane “Dog” Chapman.
Considered the greatest bounty hunter in the world, Duane “Dog” Chapman has made more than 6,000 captures in his 27-year career. This highly intense, charismatic ex-con and born-again Christian is the king of the comebacks. This modern-day hero once served time in a Texas prison. “I am what rehabilitation stands for,” Dog says.
Listed below are some of my observations of the “Dog” and his prospecting techniques that I use as motivation:
Set a Target: Dog always starts a project with a well-defined target and communicates the target with the members of his team.
Sets a Timeline: Dog has a well-defined timeline and always uses the timeline to measure the extent of the progress.
Reviews the Intelligence: Prior to starting a project Dog reviews all the available business intelligence with his team and leverages the intelligence through the entire process.
Calls High: The Dog starts by calling high; he targets the family members and then calls secondary prospects often based on the recommendations of these family members.
Uses Referrals: When Dog speaks to a person he always asks for a referral to the locations of his prospect.
Always asking for the Meeting: When Dog contacts the prospect he always ask for a meeting.
Works the Geography: Dog finds out the location the prospect operates and goes to the geographic area and prospects.
Not deterred by “No”: If you say no to the Dog it only gets him more motivated as he is always working against the clock.
High Activity Level: He does not stop until he meets his objective.
So if you want to improve your chances of “sniffing” out a potential customer, prospect like the Dog!
Topics: Sales Consulting