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June 06, 2015 at 12:00 AM
If you want to win more sales, you need to do everything you can to give yourself an unfair advantage. One of the best ways to do this is by getting there before your competitors do.
Forrester Research has discovered that the first vendor to reach a prospect has a 74 percent close rate. And according to InsideSales, 50 percent of sales opportunities go to the first salesperson to contact a prospect.
Most salespeople spend their time chasing prospects who are already involved in making a decision. If you go after those prospects, your chances of winning are slim. Instead, go where the decision hasn’t yet been made.
Here’s what the early bird does to find those undiscovered opportunities:
1. Identify similar prospects. Let’s say you’re wrapping up a project with a growing retail chain. While working together, you identify a way to tackle an issue that is not yet on their radar screen—and end up delivering significant results. Your client is delighted.
If you want an unfair advantage, you should immediately pursue similar companies that likely face a similar issue. You can get in early, open your prospect’s eyes to what’s possible and often win business without the threat of competition.
