PROSPECTING 101

In my years of experience in selling, natutunan ko
rin ang iba’t ibang paraan kung paano mag-close
ng deal.

Pero syempre napagdaanan ko rin ang mga pagkakataon
kung saan nalaman ko kung ano ang mga dapat at hindi
pala dapat gawin when you are selling.

So in this blog, I will share some practical tips on how
to deal with your prospects.

KNOW THE AUDIENCE

Whenever I am invited to conduct a seminar,
inaalam ko rin kung ano ang background ng company
at kung sinu-sino ang mga participants ko.

Imagine, nag-aalok ka ng beef sa isang vegetarian.
Oh ‘di ba? Waste of time yun? Kasi alam mong hindi
naman s’ya ang customer na dapat na kausap mo.

So kahit saan pa man ‘yan, personal encounter or kahit
sa social media, you should always know your target
customers or audience.

Maraming mga FB group din ngayon na nakikita ko,
tulad ng mga pang souvenir ng kasal or any events,
syempre pupuntahan mo yung mga groups na alam
mong nandun ang target mo.

Hindi ka naman pwedeng pumunta sa pet society
kung ang binebenta mo ay mga school supplies.
So ganun din sa mga face to face prospecting.
You should not sell your product, you should

SELL THE SOLUTION

I’m pretty sure, kaya naimbento ang isang bagay
dahil sa mga pangangailangan ng mga tao. Yun
nga lang may iba na hindi sincere sa solution.

Kaya may mga nanloloko. Alam kasi nila na maraming
may gustong yumaman o kaya naman gustong
kumita ng pera agad kaya ito yung front nila.

Pero hindi dapat ito ang maging purpose at goal
natin. As a seller, our purpose is to help and to give
solution and not to take advantage of others.

If we really want to sell the product and to close a
deal, we have to know the pain points of our customers
and offer the solution that we have.

Kung gusto mong i-sell ang bag mo na waterproof,
then bagay na bagay ito sa mga students and
commuters na dinadatnan ng ulan sa daan.

Another thing that you have to remember is

NEVER PUT DOWN YOUR COMPETITION

Huwag na huwag manira ng ibang company o ng
ibang tao para lang sa advantage natin. Kasi kung
ikaw ang customer at marinig mo rin na hindi maganda
ang sinasabi sa iba, ano ang impression sa ‘yo?

Hindi ba parang minus points ito? Kahit sabihin
nating totoo ang sinasabi natin, ang point is hindi
mo mabebenta ang isang product dahil lang sina-
sabi natin ang negative side ng competitors natin.

Kung lumapit ang customer sa inyo at galing s’ya sa
competitors n’yo, that means open pa s’ya for your
suggestions and solutions.

Since nasa harap mo na s’ya, instead na manira ng iba, ask their real problem. Then connect with them
and the best part is we help them solve their dilemma.

At the end, kapag maganda ang connection natin sa ating
mga prospects at naging customers na natin
sila, nakabenta na tayo, natulungan pa natin sila.

“Hindi lang closing the deal ang goal natin sa prospecting,
dapat solution ang ibigay natin para lahat tayo happy sa ending.”
-Chinkee Tan, Filipino Motivational Speaker

What solutions do you offer?
Who is your target audience?
What are the limitations of your product or service?

THINK. REFLECT. APPLY.

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