The key to business success is turning prospects into clients. If your sales staff needs to do a better job of prospecting, pass on these tips:

WATCH YOUR FACE.

Step in front of a mirror and take a look at your smile. Does it give the impression you want? Sometimes people think they look attentive, when other people think they look like they’re in pain! Make sure your face communicates what you want.

PRACTICE YOUR QUESTIONS.

First you shake hands, then you have a conversation. What will you say? Making conversation is easy when you have some questions ready. Appropriate questions will stimulate conversation and give you information about your acquaintance. “Are you gearing up for a busy summer?” or “What’s new in your industry?” are non-threatening questions, and the answers will give you clues about how to follow through.

KNOW THE ANSWERS.

People are going to ask you questions. Don’t waste the opportunity to give them answers! Be prepared with client-generating answers to the most common questions. “So, what’s new?” “How’ve you been doing?” Just because the questions are clichés doesn’t mean your answers should be. Have a SuperHero story, packed with action and success, practiced and ready to share. Practice your pacing and inflection. Your enthusiasm will be contagious!

Remember that people do business with people they know. Let your prospects get to know you face to face.