Prospects Must Be Searched For

Hunting For Prospects

Prospects for every type of business are around us. But you have to be searching for them. Otherwise, you’ll miss every prospect available. It means more than just opening up the Yellow Pages to find names. This is a conversation about real prospecting tools that work. Because otherwise, your business is going to be out of business shortly.

I was speaking with a sales agent recently that told me things in her town were “slow and happened at the last minute.” I didn’t ask why because that answer is pretty obvious, there just isn’t the incentive to act.

But one way that you can overcome this challenge of thing “happening slow and at the last minute” is to increase the number of opportunities you are working on, which means that you need to always be prospecting.

I know that in a lot of instances we think of prospecting as just making more phone calls. But in reality, you have a number of different tools at your disposal so that you can make a more professional attempt at prospecting.

There are a few ways that you can prospect more effectively and consistently.

Prospects Are Everywhere

One trap we fall into is that we only think of one way of prospecting and connecting, but there are actually many unique ways to prospect besides that most-loved form in sports sales, the phone call.

You can prospect using social media, via in-person networking at events and in the stadium, on the phone, and by getting and asking for referrals. You can prospect just about anywhere.

Build A Prospect Schedule

In the boiler room of an inside sales floor, prospecting is a 24/7 thing. But as a professional sales person you can’t prospect all the time. You have all kinds of other responsibilities. Plus (hopefully) some sales calls and meetings.

So the quickest way to make sure you are actually getting your prospecting done is by scheduling time for it each day. My suggestion is that you define the 2 or 3 or so ways that you like to prospect and schedule that time like you would any other appointment.

Set Goals, Track Progress

We are all familiar with the “you need to make your 100 calls a day” school of prospecting and tracking activities, but that really isn’t necessarily the most useful ways of doing things.

Why? Because you need to actually track for the outcomes you are trying to achieve. So instead of doing stuff like tracking calls, maybe you want to track things like conversations, meetings, or something else. Tracking for the outcomes you are trying to achieve is going to help you identify which things are most useful for you and which ones are just being done because that’s the way they have always been done.

What do YOU do to make yourself prospect consistently?

Dave Wakeman

Dave Wakeman is a globally recognized expert in the areas of revenue, strategy, and marketing. His consulting firm, Wakeman Consulting Group, has attracted clients like Odwalla, Yellow Tail Wines, the US Department of State, American Express, Madison Square Garden, and Volunteers of America. Wakeman will be teaching "Making The Strategic Sale" at the Sports Sales Boot Camp in Pittsburgh on June 28, 2016.

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