Sales prospecting techniques that generate sales leads should be effective and easy to incorporate into your daily routine. The OXO routine is a tried and tested lead generator that most sales people can add to their daily actions.
This technique works best for sales people who sell a product or service which is targeted at a wide range of B2B prospects. The OXO routine is most effective when you have a good number of potential prospects close to each other. For example: When you are visiting an industrial estate or business park and what you sell could be bought by many of the businesses in the area.
We call this sales prospecting technique the OXO routine because the X is the customer you have a sales appointment with and the O’s are the prospects either side of your arranged meeting. When you have completed your sales appointment you call on the two closest prospects either side. The idea is that you make the best use of your time by prospecting close to where you are. They may not be right next door to the business you are visiting, but they should be close enough to walk to or drive there in a matter of minutes.
This prospecting technique will give you many benefits as well as making good use of your selling time. It gets you into a routine of cold calling after every appointment. That means you no longer put off prospecting until the end of the week or until you really need to do it because you have run out of leads. Setting yourself the action of doing the OXO routine after every sales visit will quickly build into a habit.
Use it after every sales appointment whether you make a great sale, or come up against a really difficult prospect and come out feeling down and rejected. After a positive meeting where you have made a sale you will be on a buzzing motivational high. What a great state to be in as you cold-call the businesses either side of your new customer. You may even want to use the fact that you have a new local customer in your introduction pitch to your potential customers.
When your sales appointment hasn’t gone so well you should still OXO the neighbours. You, like me, are only human. We feel the effects of an appointment where we don’t close the sale. As you come out of a bad appointment force yourself to do the OXO. Shake off any negative feelings or self-doubt, and head for the nearest potential customers either side of where you are. Generating sales leads in this way will get you back into a positive selling state and focus your mind on achieving your targets.
Adding the OXO sales prospecting technique to your daily routine will help you to constantly bring in sales leads and keep your prospect bank topped up. It cuts down the time you have to dedicate to collecting leads and makes your time management far more effective.