4/24/2024-“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?

GOOD ATTITUDE! Prospecting is the lifeblood of sellers.

There’s a reason MySalesDay frequently urges you to prospect: you can’t spend enough time on this essential habit. (The three secrets to selling? Pipeline, pipeline, pipeline.)

Let your competitors excel at inventing 1,001 excuses to prospect while you win the fight against the procrastination bug.

There are two keys to prospecting:
1. Do it every day.
2. Make a game out of it with your teammates.

Right now – before 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.

Next, force yourself to CALL them today. All of them.

They’re not gonna reply to your email, so do something different and leave them a creative (perhaps funny) message that will get their attention.

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

Successful prospecting requires creativity…change it up today!

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.

Everyone has heard of "boiler rooms"… these were telemarketing operations in cheap real estate filled with chairs, wobbly desks, and rotary-dial telephones.

Next came the sellers.

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

This one-minute video from Bell Systems announcing new phone dial technology in 1936 will make you feel glad you don’t work in a boiler room.

Just because email is your de facto communication tool doesn’t mean you should abandon calling prospects to connect.