Prospecting Ain’t Easy:  5 Quick Tips

Prospecting Ain’t Easy:  5 Quick Tips

While other modules I have go deep into prospecting or Introduction Calling techniques, this is a simple 1-page summary to help you get going and use as a reminder.

Know how to get “in the door”

·        Research: Use websites, Google & LinkedIn to briefly learn about the company, identify key players and get a sense of the company.

·        Connection: Have a “bridge” to create credibility – someone, some company or connection you can name drop that will immediately help you establish creditability quickly. 

·        Persevere: Don’t rely on them to call you back – keep reaching out trying various methods (phone, email, LI).

·        Qualify: Always quickly assess whether the Prospect is a “fit”. Don’t waste their time or yours!

Build Trust and Credibility FIRST!

·        The order: Understand them. Sell yourself. Sell your company and then discuss how your solution may fit them.

·        Understand them: Don’t push “you” until you understand them.

·        Get personal: Learn one thing personal (e.g. kids, sports, hobbies) and share about you.

·        “Little touches”: Initiate lots of little touches overtime via phone, voicemail, mail and email. This will build trust and relationship and keep you top of mind for when their need does come up.

ALWAYS have a “next step”

·        A shared path: Build expectations with the Prospect right up front

·        What’s next: Don’t end a conversation without committed next steps (even if that step is to reconnect in 6 months)

·        You drive: Whatever there is to do, you do it. The more they need to do on their end regarding your relationship (like booking the next meeting or responding to an email of questions), the less likely it will happen because people are disorganized and busy.

·        Recaps & Reminders: Use email to recap conversations, meetings just booked, and confirm future meetings.

·        Follow through: Complete, on time, every action you commit to.

Have a purpose/goal for every step

·        Strategy: Know what the desired outcome should be. Have a list of questions ready to go.

·        Agenda: Define your agenda at each stage.

·        Share it: Get commitment from the Prospect on each step.

·        Follow it: Stick to your agenda.

IMPORTANT: “No Thanks” does not mean “disqualified”: An early error is thinking that if they are not interested today, they are disqualified. Not so! They either do not have a need at that moment OR won’t tell you yet because they don’t feel comfortable enough. Remember, they hardly know you.

Plan your Prospecting

As you probably know, prospecting “when you have time” does not work for 2 reasons.

1.     You never really have time available because inevitably something else always comes up;

2.     Success in prospecting comes from generating momentum – which is hard to achieve if you are only doing it “when you have time”.

So, block out time in your schedule to mentally make prospecting a priority. Then give yourself some goals. How many prospects do you want to connect with via phone, email &/or LinkedIn? How many industry events should you go to meet new leads and influencers.

To increase the efficiency even further, use your CRM to create a View, or a Look Up to isolate your prospect list. You will save hours of wasted time searching on who to call.