10/6/2023-Prospecting

While there are activities you can create that make prospecting less mundane, you’ll still need to fight through the self-imposed barriers that limit your hunting time.

You know that success in sales is based on the consistent application of small habits and repeated actions. It’s why MySalesDay frequently discusses topics like prospecting, objection handling, time management, and qualifying.

Everyone agrees prospecting can be one of the more tedious activities of all the essential selling behaviors. So the key is to figure out what type of prospecting you’re good at.

Do you find it easier to prospect alongside a "buddy" in your office? Are you more successful at finding good leads when you ask for referrals?

Figure out what prospecting techniques work for you…and do more of that.

Today, figure out what prospecting approaches work best for you. Here are a few ideas to jump-start your thinking (and DOing):

1. Create a prospecting club. Grab two or three of your BFFs and designate a time 3x/week for prospecting. Create a game out of it.

2. Play the "Who do you know?" game. Grab another seller and block off a half-hour to review connections. It’s less tedious to comb through LinkedIn when comparing shared connections with another person.

Today, do something that counts as prospecting!

So you’ve rallied and put a block of time on your calendar for some prospecting today. Excellent. Good for you.

Guard that chunk of time on your calendar with all your might. It helps to title the calendar invite something like "Prospecting for Rome Vacation."

Predictably, the second you start prospecting, people will come out of the woodwork trying to interrupt you.

Don’t let it happen.

Prospecting is a game of both offense and defense. Get aggressive with your offensive attack, and defend that prospecting time with your life.

You know how to get to people. You know how to send emails and make calls. You know how to create compelling outreach. You know how to ask for referrals. You know how to work a list of those who will make your quarter and year.

But whatever you do today, keep that 30-minute prospecting time sacrosanct. Protect it with your life because success at prospecting leads to a better life down the road.

Would you rather prospect, or do The Death Crawl from the movie Facing the Giants?

If pangs of guilt are building inside of you for not prospecting recently, watch this 5-minute video now.

If you don’t feel SOMETHING powerful from this scene, then your BP is flatlining, and you better hustle to urgent care.

Get proud. Get hungry. Get motivated. And get some prospecting in today!