In Prospecting

Prospecting, Donald Kelly, The Sales Evangelist, 10x10, Sales Podcast

Why is prospecting such a huge struggle among many salespeople? Today, I’m going to teach you a process that’s going to help you become a prospecting machine.

Prospecting is a vital part of the whole sales process since it’s a means to get people into your pipeline. However, only a small portion of time is actually dedicated towards prospecting and building that solid, healthy pipeline. The key is to always have new people and new business opportunities coming into the funnel. And another key is to get out there and get out there early to prospect.

 

The 10 x 10 Formula for Effective Prospecting:

Contact 10 ideal prospects before 10 am daily.

Why do you need to do this?

  1. You have to build the habit.

About 50% of a sales professional’s time needs to be dedicated towards prospecting. That percentage will decrease as you have groups of people prospecting for you or as you have systems set in place.

  1. You get their attention before all the distractions come in.

Getting access to them the earliest possible increases your chances of getting their attention before getting distracted by so many things going on throughout the day.

How to start:

  1. Find those ideal customers.

This can be done through several ways: cold calling, social selling, email, etc. Whatever it is, take advantage of networking opportunities and connect with the ideal prospects.

  1. Set a prospecting time.

Dedicate half of your day towards prospecting. Or split it up half in the morning and half in the evening. Whatever works for you will do for as long as you are able to get into that habit of prospecting early.

Now imagine if you did this 5 days a week?

Well, you would have made about 50 contacts a week with your ideal prospects. Obviously, this would not be the only prospecting you could do, but this practice jump starts your day and gives you the opportunity to connect with your ideal prospects before the prospect gets too busy with their day-to-day business.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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