4/21/2025-“I can’t WAIT to prospect today.”

Of course, there are other things in your job you’d rather do, but nothing drives more results than prospecting. So what can you do to increase the time you spend creating interest in your offering?

You can’t wait to prospect today???

GOOD ATTITUDE! Prospecting is the lifeblood of all sellers.

There’s a reason MySalesDay frequently covers this topic: you can’t spend enough time on this essential seller habit. (The three secrets to selling? The 3Ps, of course: prospect, prospect, prospect!)

Let your competitors devise 1,001 excuses NOT to prospect. You’re smarter and more disciplined: ignore the excuses and keep your head down.

Right after you finish reading this, write down the names of ALL the customers you can think of who you haven’t spoken to for too long.

CALL them today.

Your chances of them answering the call are about even with getting them to respond to your email. So…increase your odds and leave them a creative (perhaps funny?) message. Say something to stand out.

Maybe tomorrow, they’ll reply when you email them a follow-up.

Successful prospecting requires consistency and creativity, so keep pushing yourself.

Prospecting starts with attitude, as 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.

The sellers who continually hang out in the TOP 10% will tell you that prospecting perseverance is the number one skill needed to succeed in sales. (Objection handling is a close second.)

Ex-sales managers, sellers, and senior leaders have written much about prospecting. But it’s the psychologists who offer the best insights into how sellers like you can fight through prospecting aversion. You don’t have to spend time on a couch talking about your dreams, just appreciate a few truths about behavioral modification.

This is not a blame game. This is a change game. What will you change that commit you to spending 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 stuff you have to do to reach your goals.

Yesteryear’s "boiler rooms" were cheaply decorated offices with rickety chairs, wobbly desks, and rotary-dial telephones.

Next came the sellers. Bulls….all of them. Hard chargers!

It was their job to dial until they got someone to pick up and listen to their pitch.

Watch this ad from Bell Systems announcing new dial technology in 1936 to make you feel good you didn’t come up in an earlier era.

Just because email is your de facto comms tool doesn’t mean you shouldn’t occasionally make a few dials.