In Prospecting

Prospecting, Donald Kelly, The Sales Evangelist, Best Sales Podcast We all do stupid things in the sales field and today I’m going to share with you a stupid thing I’ve done in the past, particularly in relation to prospecting.

So what I and my partner did before was we actually took action in prospecting. However, we didn’t do enough preparation or do anything to make it good. We basically went around and gathered business cards to bring them to our marketing folks who just blasted marketing emails to them. Stupid, isn’t it?

Not to mention the time, money, and effort we’ve exerted to rent golf clubs, going around driving range, mixing and mingling at the clubhouse – all those things and nothing was actually working. So what’s wrong with this? Well, we didn’t actually know who our ideal prospects were. We weren’t able to talk to them because we didn’t know who to talk to or what to specifically talk about. We simply went off the cuff trying to wing it. Such a total time waster (and a total waste of money and effort too!).

Of course, what’s important is we learn from our mistakes and I’m going to share with you the strategies you can apply to avoid making the mistake I made.

Strategies for gaining new prospects:

  1. Understand your ideal prospect and where they spend their time. Understand when they go there.

Go where your ideal prospects will be and recognize what they will be doing. Use common sense.

  1. Have a clear message that you can articulate to them.

Think out your prospecting strategies. Add something of value and that is going to be meaningful to them.

  1. Plan out your activities well.

Be strategic with the kinds of activities you plan to do. Go for the right people, say the right things, and know what to say that can bring maximum value to them.

Build the proper relationships to see greater results. Don’t just go out there and sling from your hip. Don’t just wing it. For instance, set up a tee time and invite some of your prospects. Do a competition and get a bunch of your ideal prospects together. Sponsor an event.

Episode Resources:

Maximum Influence by Kurt Mortensen

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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