Prospecting? I Don’t Wanna do That!

Feb 5, 2019

      

 

Show me a salesperson who loves to prospect & I’ll show you a salesperson that’s never done it. Face it: If someone told you your job was to call or email people who you don’t know… that didn’t want to talk to you … about something they didn’t want to buy … how quickly would you sign up? And why?

Nobody would be dumb enough to sign up for that. It’s ridiculous. Most salespeople would rather poke their eyes out with a pencil!  Saying to themselves, “I’m an intelligent person. I have a degree or a skill that is in demand. I am a valuable member of society. I’d never do that – it’s a big waste of time.

Of course not! But that’s what we do in sales. Or, should I say, that’s what the successful salespeople do. If new business is the life-blood of your business, then prospecting is the life-blood of your role in sales – like it or not, you have to do it.

The superstars in sales know one thing for sure – the moment they stop prospecting is the moment they go out of business – period.

Are we talking about cold-calling? Not necessarily. We’re talking about reaching out to people that may not want to talk to you about something they may not want to buy. A risky proposition for some salespeople. Some salespeople would rather wait for a HOT internet lead. Wait for the phone to ring. Wait for an email from a prospect in desperate need. Well, let me ask you, how often do those situations happened? Exactly. Rarely. So, it’s time to go out & talk to people that may not want to talk to you about something they may not want to buy.

Let’s review ways to prospect:

  1. Referrals & introductions. When was the last time you asked a good client who they knew that could use what you sell?
  2. Current clients/customers. Bet you are not 100% entrenched in all of your current accounts. Find out who else (in other departments) you should talk to (& get introduced)
  3. Networking events, Organizations, Associations. Where do your prospects hang out? Go there. Most industries have organizations that are target-rich in prospects for you. 
  4. Linked In. It’s expected. Find prospects. Engage them. Get invited in to have a discussion about their issues. Your competitors are. 
  5. Stop in. Said it. Stop driving by facilities that you know by your products & services. Pull in the lot, get out of your car, & do your thing. It’s your job. 
  6. Cold Calls. Believe it or not there are salespeople that still open wonderful opportunities by cold-calling over the phone. There are more lists of prospects than you can imagine.

Or you can sit back & blame marketing for the lack of leads. Blame your company for your “crappy territory”. Blame your competition for having better relationships than you. Hell, blame your Sales Coach.

 

 

Dave Tear

Dave Tear

Founder & Coach at Sales Coaches Corner
Dave Tear is a high-impact sales coach and trainer. He puts science to a very artful profession.
Dave Tear

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