What’s the Prospecting Order?

by | Sep 25, 2020 | Dealmakers

Many brokers have a prospecting system, also known as a “cadence,” the order, frequency and variety of your prospecting messages. It usually takes multiple attempts to reach a decision maker when targeting cold prospects. All those attempts together comprise your “cadence.”

So how should you structure your cadence? What is better – to call a prospect on the phone first or send an email first?

Some brokers say you should always email first to warm up a prospect. Others claim that emailing first is a waste of time, and even worse, might make you look like a “typical salesman,” blindly following a step-by-step selling template.

People on both sides of this debate can be passionate in arguing their beliefs.

Who’s right? What’s the best approach? Should you just pick up the phone and get to it or should you email first?

It depends. The answer varies based on your personal style and your CRE specialty. Either way is right as long as you practice good sales techniques.

You need a variety of messages, each with different content during your cadence in order to get meetings with new prospects who haven’t heard of you and certainly don’t yet have a relationship with you.

My typical prospecting cadence usually starts with two prospecting emails before I ever pick up the phone. You don’t have to follow the same cadence; you just need to find what’s most effective for you.

If the only reason you like to email first is because you’re afraid to pick up the phone or dread talking to cranky prospects who don’t want to be bothered, then emailing first might be the wrong choice. But if you’re emailing first because you have damned good emails that make an impact, then my cadence might make sense for you too.

Whether you call first or email first, selling fundamentals remain the same. Brokers are successful when they research their prospects and find out everything they can about the their problems and challenges.

Using the right prospecting language is critically important. Whether sending emails or calling on the phone, you need to catch a prospective client’s attention by sharing valuable insights rather than talking yourself, your company or your listed property.

When you are armed with detailed background information about a prospect and are prepared to show how you provide genuine value to them using compelling language, then the communication channel you choose is not terribly relevant.

We have detailed how-to information for both email-based and telephone-based prospecting in our Dealmakers program. In fact, 10 of the 35 Dealmakers training programs deal with email and/or telephone prospecting. In other words, using Dealmakers will make you a better prospector.

To improve your prospecting skills, sign up for my Dealmakers program, which includes all my commercial real estate sales training content available online 24-hours-a-day for just $99 a month for your entire office. You can cancel at any time.

You get comprehensive sales training specifically designed for commercial real estate, and it only takes about 20 minutes per week.

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. He delivers compelling speeches and sales-training workshops worldwide. He has spoken in 6 countries and 41 states. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.