In Prospecting

Donald Kelly, The Sales Evangelist, ProspectingProspecting is the lifeblood of your sales pipeline. Without adding new people to your funnel, the deals you have are going to dry up. Today’s episode is focused on prospecting. And I wanted to share with you something that has held me back over the years.

5 lies I told myself to not prospect and how I was able to overcome them:

1. We don’t have time.

I was so busy doing other tasks like working on proposals or going through past leads or make sure I caught up with all the emails. I was doing different things for my boss and so many other stuff and I didn’t have the time.

But that was the lie I told myself. Of course, I had time! I just lied to myself. And so do you. Keven Kruse has an effective book on how we can better plan called 15 Secrets Successful People Know About Time Management.

Set time for prospecting and block it out. Say, for two hours. Do it from 8-10 am. Block it off and do it then.

2. We don’t want to disturb the prospect.

If you can tell them a way that they can, say, save another $500 in his business per month, then they’re probably going to take your call. So don’t think you’re disturbing them. Sure, you may disrupt there.

But know that you have that solution or value to help their business. To be able to present that in a valuable way.

Make sure your messaging grabs their attention.

3. I don’t know how to do it so I can’t do it.

Learn your way around. And this podcast is a good start. Search videos on YouTube for prospecting. You’re going to mess up the first time. But learn and move on. Read books. Listen to podcasts. Interview people from your industry. Apply them.

4. I’m going to follow up on past customers.

Of course, you should. But that’s not the only place you can go to find new people. You need to get new lifeblood in the organization. Yes, get your old customers, but don’t neglect finding new people. So set that time in the morning focusing on finding new people.

5. I have to send an email first before I call them.

You can call people without sending them emails. Get out of that trash-talking in your mind and just go ahead and call.

Episode Resources:

15 Secrets Successful People Know About Time Management by Kevin Kruse

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Donald Kelly, The Sales Evangelist, Bad Salespeople