The majority of managers today did little prospecting as a sales rep . Therefore is is tough to teach what you haven't mastered . ALL the successful sales reps today are heavy into prospecting and follow up. I asked a dealer , what would you do if you had a sales rep refuse to do a demo and wait on you to do advertising to get them customers ? He said fire him . I asked why . He said because he isn't doing his job the way we want . Exactly was my answer.
When the dealer or managers take prospecting as serious as a demo sales will sky rocket . Make prospecting a requirement and not a request is a start . Make it required that all sales reps have something other than the usual Birthday cards and business cards that most dealers have and sales will increase .
The how to part. Any bonuses over $100 split with the sales reps . Half is cash and the other half goes into a prospecting account . In time the sales reps will have some skin in the game and will use the new prospecting tools .You can't just buy prospecting tools and not know the sales reps how to use them and expect prospecting to work
You must give prospecting a chance to work when you made a decision to really get into it. Most dealerships and sales reps don't stick with prospecting long enough to reap the rewards . Consistency and accountability is the key .
More profit is guaranteed by prospecting . 40 % close ratio on referrals . 60 % close ratio on repeats . Bigger grosses , fore fun , slows down turnover and less stress on everyone .
Dealers spend less than 1 % on prospecting with there advertising budget . Why keep looking for new customers when all the money is with sold customers and referrals . PROSPECTING is the way to make big money in any business .