Finding more prospects

by Kerrin Traut
(Durban, KZN, South Africa)

What is the secret to getting more high quality prospects?

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Jul 29, 2019

by: Greg

Hi Kerrin,

The secret to finding more high-quality prospects?

What makes you think there is one secret?

The top sales performers are successful because they are prospectors who take every opportunity and opening to get involved in Prospecting.

Prospecting is about committing to it and having a plan. Blocking out time to do it every week.

My first sales manager used to say, "don't wait till the well is empty before you start drilling". What he meant was that you need to keep your sales pipeline full. ore recently I read a book by Jeb Blount entitled "Fanatical Prospecting" and he believes in ... "The 30-Day Rule"
In the next 90 days, you will feel the benefits and results of the prospecting you did for the previous 30 days.
So, if you miss a day of prospecting in the 30 days of prospecting, you will come up short accordingly in the next 90 days.

Jeb also writes ...

Three mindsets that hold people back from prospecting

Paralysis from Analysis

and quotes St Francis of Assisi, "Start by doing what’s necessary, then do what’s possible, and suddenly you are doing the impossible."

You need to prospect with the right attitudes ... of wanting to be helpful and being curious and you need to display confidence and enthusiasm.

Then you need a path to follow, a framework. Like ...
Get their attention, Identify yourself, Tell them why you are calling, Give them a ‘because’" (why you are calling) then Ask for what you want, and shut up.

The phone may still be the most important tool but you shouldn't put all your eggs in the one basket.
You need a well-rounded approach that includes referrals, networking and social prospecting through sites like LinkedIn. And you need to consistently followup (the right way) with Email.

There is no easy button in sales.
Prospecting is hard and it is the price you have to pay to earn a high income.

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