Diversify Your Prospecting

Time-block prospecting.

Reserve the hours for prospecting on your calendar BEFORE you schedule anything else!

Because it can seem onerous it can be too easy to replace it with something not as necessary…including, Proudly: “Oh. This new opportunity wanted to speak with me then!”

Protect the appointment with yourself.

Don't rely on one method…the Elite Salespeople don’t!

They use multiple paths to begin conversations:

• Telephone…yes! Cold calls!

• Email

• Introductions or referrals from everyone

• Networking

• Social media
• Industry events

When one channel slows, another continues producing opportunities.

A diversified prospecting strategy creates consistency.

The real task isn’t selling.

Many salespeople believe prospecting is about convincing someone to buy.

It isn't.

The real objective is much smaller—and much more achievable.

Your objective is to earn the next conversation.

That requires several disciplines: 

• Set clear expectations.

• Know your audience before reaching out.

• Find a compelling reason for them to spend time with you.

• Ask questions that create curiosity.

• Listen more than you speak.
• Earn the invitation to continue the conversation.

Remember:

Real prospects don't grant meetings because you have something to sell. They request meetings because they believe you may help solve a problem worth discussing.

The hook is rarely your product.

The hook is the possibility of solving one of their problems.

A word about “Gatekeepers” and beliefs.

One reminder is worth keeping in mind:

No one is hired to be a gatekeeper. If you believe they are, they are great at that unassigned task!

Receptionists, assistants, and administrators are instructed to quarterback the incoming activity. Their organization want them to direct traffic while helping the right people gain access. The right people are people who can help the organization!

Treat them with respect.

Help them understand why your conversation might benefit the person they support.

Very often they become allies instead of obstacles.

The Competitive Advantage

Prospecting has never been glamorous.

It requires discipline, consistency, resilience, and the willingness to hear "no" more often than "yes."

That's precisely why it has become the secret kingdom of elite sales professionals.

Most salespeople avoid it.

Elite salespeople embrace it.

The rewards don't go to the salesperson with the best presentation.

They go to the salesperson with the healthiest pipeline. 

“In professional selling, the future belongs to the person who creates tomorrow's opportunities today.”