3/25/2024-Prospecting

Prospecting is about energy. But once you find the energy to get started, you build momentum easily, and your chances of success rise exponentially.

Every job has its version of digging up weeds…and prospecting is precisely that for a seller.

Substitute "seeds" for "weeds" and the game changes: attitude is everything in prospecting. Prospecting is about planting seeds.

To be an effective prospector, you need to calculate how many intros you need from your clients to get a meeting. And, of course, how many meetings are needed to create an opportunity?

(Sorry, there is math involved.)

Whatever the results of your new meetings calculus, plant seeds today. Buyers ain’t calling you requesting meetings.

Get your hands dirty.

No seller on the planet is too tenured – or too proud – to escape prospecting responsibilities.

Review your Q2 account sheets and cull them for a target prospect list. Your Q2 quota is still in play, and meetings are out there to get. Go get ’em.

Good prospecting starts with a good attitude; it only helps by repeating phrases like, "I can do this, I WILL do this."

But it doesn’t get real until you start the DOing.

Much has been written about prospecting. But psychologists offer the best insights into how sellers like you can fight through prospecting aversion.

There’s no need to get on the couch, but there are a few truths about behavioral modification to note. This is not a blame game…this is about playing the change game.

What will you change that commits you to spend more prospecting time?

Like deciding to have a good attitude, deciding whether or not you want to excel at prospecting is just that, a decision.

Everything else – tactics, emailing best practices, networking – is just a list of tactics that must be done to reach your goals.

OMG…the kind of prospecting featured in this YT Short is HARD, hard work.

The adventurous (?) young man digging for gold proves you have it good with the type of prospecting needed for your job.

Sure, he’s in the great outdoors, but your chances of striking gold are much higher!