Want More Prospects in Less Time? Your Ultimate Sales Prospecting Guide is Here!

Look, some people claim how well they can speak but what does it matter if there’s no one to listen?




EVERYTHING YOU WANT IN LIFE IS REACHABLE ONLY IF YOU START PROSPECTING LIKE YOUR LIFE DEPENDS ON IT.


Look, some people claim how well they can speak but what does it matter if there’s no one to listen?


Most people that want to speak to audiences are not willing to do what it takes to get the audience.


It doesn’t matter how good your product or service is if you want to sell and make money—you must first find people to sell to…and this always involves sales prospecting!


You could be the greatest salesperson in the world that even knows the greatest sales secret of all-time, you could know how to SUPER-FREAK a demonstration,


handle all objections like a closing ninja, have hundreds and hundreds of closes in your arsenal ready to use on the spot, but what good is any of that if you have no one to use them on ?




You need to prospect.


I wasn’t always as well-known as I am today.


I had to knock on thousands of cold doors just to get people to even know me when I started my first business.


That is the main purpose of prospecting—to get people to know about you.


Your problem is obscurity.


People need to think of your name and your company first when they have a need for what you offer.


By prospecting, you can create your own economy.


If you are dependent on others, or walk-in traffic, then you will be at the mercy of factors that you have no control over.


HERE ARE SOME SALES PROSPECTING TIPS I KNOW YOU WILL FIND USEFUL TODAY:


#1 START THINKING ABOUT HOW YOU CAN SERVE EVERYONE AROUND YOU.

You are meeting someone for the first time and they ask you what you do. When you respond that you’re in sales, they immediately hesitate and become a bit guarded. The truth is the greatest salespeople hardly even consider themselves to be salespeople.


They think of themselves as people who are there to serve the customer. A customer is coming to you because they have a problem. There is something that isn’t working right that they need it fixed and they have come to you because they hope your product or service will solve their problem.


Often times though, a customer hasn’t diagnosed or even knows about the proper solution to their own problem. That’s why you as the salesperson are there.


You are there to serve. Look around you. Everyone has problems. So, start serving!





#2 FIND A WAY TO GET IN FRONT OF PEOPLE.


Are your prospective clients involved in charities, community organizations, or the boards of other companies? While the general rule is to avoid politics in business, it can be a great way to get in front of the hard-to-reach decision maker.


For years, I had been trying to get in front of a potential client I knew would be perfect for my products. Instead of directly presenting my product as I had been trying to do all that time, I focused on helping him get his favorite local candidate re-elected.


When I called this client, I told his assistant I was calling for her boss because I was passionate about getting the candidate he supported re-elected. She immediately put the prospect on the phone and soon we were having lunch together.


Without ever having to bring up my product, he asked me how I could help his company.

While I was not successful at getting his candidate re-elected, I did get his business and helped his company reach new targets. Today he is not just my client, but a great friend.


#3 ALWAYS GET REFERRALS.


Once when I was in Louisiana with a client, I showed him a list of about ten people I was having trouble getting in front of. I asked him: “Do you know any of them and can you help me with them?”


My customer quickly scanned the list and offered to call two of the names on it. He immediately achieved two appointments for me that I couldn’t pull off for two weeks.


Every time you make a sale, get referrals. Even when you don’t make a sale, ask for them.


THERE ARE 4 ACTIONS THAT PEOPLE TAKE WITH ANY PROSPECT AND ONLY ONE OF THEM WORKS


  1. None—they simply don’t lift a finger to do anything.

  2. Retreat—they actually see a customer in the store and decide to retreat.

  3. Average amount of action—doing whatever is expected of the people around you.

  4. Massive amounts of activity—the only way that works.

Action is the middle finger to doubt. If you are ever in doubt, take action. Of the 4 levels, the most dangerous is the 3rd level—average amount of action.


The guy that does nothing or retreats is not as dangerous as the guy who only operates at normal levels. Why? He actually believes he is doing something.


They believe they are doing something based on what others do.

Most people are losing in the marketplace.


In prospecting, you must begin to think in massive amount.

You want to be omnipresent and have people looking for you.


Normal is the most dangerous level of action you can ever take.

You want people talking about you. You need blogs, videos, and people promoting you. If you do prospecting right you can command a higher price for your service or product and give yourself confidence.


What happens when you don’t see anyone for 2 or 3 days? Your confidence drops.


That’s why you need cutting-edge prospecting strategies to obtain and develop leads to ensure you can grow your business in any economy, but before you can get to the advanced stuff, you have to learn and understand the basics of prospecting.


This skill will make you an invaluable asset to your company.


WHAT SALES PROSPECTING IS


The word prospecting comes from Latin, prospectus, which means a distant view out into the distance. To prospect has 4 different meanings:

  1. Something expected, a possibility.

  2. Chances and financial expectations.

  3. Potential client or customer purchases.

  4. Location of minerals.

Looking for minerals where there is an actual deposit—the gold miner, silver miner, oil miner—these guys are out prospecting for a hole to discover whatever valuable thing they are after.


PEOPLE, SALES, OPPORTUNITIES, ATTENTION, MINERALS, GIRLS, IT’S ALL PROSPECTING…

  • If you want the right spouse, you have to go prospecting.

  • If you want more clients and more money you have to go out and prospect.

  • If you’re going to find the minerals, you have to prospect.

The definition of prospecting is creating a potential customer or client for your product or service. I’m selling me every day.


Some people think that’s wrong but I want people to know me. Without attention, they won’t buy my product or service.




Businesses fail not because they run out of money, they fail because they couldn’t produce enough prospects for their business quick enough that would fund their activities.


The number one reason a salesperson or a business fails is the inability to find qualified, ready, willing, and able to buy people.


You could be the greatest salesperson with the greatest product with the greatest location, but without people talking about you, coming to see you, reaching for you, you’re dead.


You have to confront this prospecting thing. That means cold calling.




If the company drives opportunities to the store and you just sit there and wait on people, you become dependent—a slave—to the company. When you generate your own traffic and bring people in asking for you, the company becomes dependent on you.

Isn’t that what you want? Do you want to be dependent on them, or you want them dependent on you?

I know I would want the company I work for to be dependent on me, to value me more than the money they give me.

How can you do that? One way. Generate your own traffic.

You cannot be successful without prospecting.


Most salespeople never embrace prospecting but the wealthiest people have gigantic pipelines. A contact only becomes a contract when an R is added, and the R stands for relationship.


Your job is to create the relationships.


Whether you sell a product or a service, you are in the people business.

You need traffic and opportunities, people talking about you, people coming to see you and people for you to go see.


THE PROSPECTING FORMULA