Optimise your sales prospecting

Elora freelance sellers: how to optimise your prospecting?

Whether you're just starting out as anElorahome-based independent retailer or you' re aseasoned independent retailer, one question remains: how can you maintain a sufficient and, above all, effective level of prospecting? How can you prevent your sales approaches from blowing over like a soufflé? FollowElora' stips to become a top home-based independent salesperson!

The DOs of sales prospecting as a VDI

- Distinguish between warm and cold prospects :it seems logical that at the start of any business, you will naturally be tempted to activate your network of warm contacts, i.e. your close circle (family, friends, business contacts). Don't neglect your closest circle, who could be a tremendous help in recruiting new customers or hostesses. The trickiest part will be contacting so-called cold prospects, people you don't know but can reach (school leavers, associations, sports clubs, the web).

- Make lists : without follow-up, there will be no customers and even less sales! At the start of your business, make a list of all the people you know and classify it according to the nature of the relationship (family, friends, colleagues, neighbours, acquaintances, etc.). Your second level of prospecting will be the "friends of friends" circle, which you will also note down in this table. Once the "commercial" and friendly relationship has been established, don't hesitate to fill in as much of this table as you can to feed your pitch (last exchanges, last purchases, last home meeting, status: prospect, customer, hostess or sales assistant, etc.) .

- Use social networks (w isely): repetition makes a reputation when it comes to social selling! Of course, don't inundate your list of friends with endless messages. We strongly advise you to open a professional page, separate from your private profile. Test your "fan" base, give priority to hot times when your target responds favourably, promote your Elora sales wardrobe (or the brand's news) as well as your forthcoming events. In short, create links, but not just virtual ones!

- Be patient : Rome wasn't built in a day, just like your network! Take the time to listen, to follow up, to accept rejections... from the mass of your prospecting will emerge one or more favourable responses constituting your main niche. Stay positive, the hard work will pay off!

The DON'Ts of commercial prospecting as a VDI

- Lack of organisation:Being organised is the key tobeing a VDI. Every week, you need to plan your new sales, define a slot for pure prospecting and customer follow-ups, recruit new hostesses, congratulate and thank your contacts, and make yourself known by sharing your passion for fashion. Make a note of all the sales highlights of the year to feed your prospecting calendar (Christmas, Valentine's Day, Mother's Day, back to school, holidays, etc.). It's quite a programme, and one that requires a great deal of rigour!

- Only canvass by email : canvassing should also come naturally to you. Doing your shopping, going to the gym, on the train... every stage of your life is an opportunity to talk about your VDI business and your passion for fashion. Email is the first step in the sales relationship, and can be used to warm up a "cold" customer, to arrange a time to talk with them or to thank your guests.

- Procrastinate : and put off prospecting until tomorrow! Do a little prospecting every day, and the hard work will pay off and allow you to build up your core of regular customers.

- Don't follow up your customers and prospects : 40% is the percentage of additional returns you are likely to generate with an email reminder. Identify inactive customers and reactivate them by offering them new products, new promotions and new door-to-door sales.

You may also like The Taboo Questions of Home Selling and Top 5 reasons to become a VDI with Elora