8/26/2024-Finding my new BFF-B

Prospecting runs on positivity. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.

Most sellers realize that one of the greatest pleasures of their job is working with really smart people and developing strong, enduring relationships.

Often, lasting friendships emerge out of your network of smart people; it makes your job enjoyable and is one of the reasons you are in sales.

Because prospecting is one of the more mundane tasks sellers need to do, you might benefit by convincing yourself you’re going "BFF hunting" rather than soliciting pitch meetings.

Your next BFFB (BFF Buyer) is waiting for you to find them.

Today, target your prospecting attention against these two groups:
1. Prospects whom you need to meet for the first time.

2. Customers or clients you last spoke to a long while ago.

You got to where you are today because you invested a lot of effort and time in developing a territory. At one time, you were a complete stranger to all of your clients and BFFs.

Don’t forget that feeling of satisfaction you get when you fight hard to get the meeting, and experience the relationship blossom.

Find your next BFF buyer.

Good prospecting starts with a good attitude; it helps by repeating phrases like, "I will find a new BFFB (BFF Buyer) today." But talk is cheap, eh? …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.)

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

This has nothing to do with time on the couch; it’s merely appreciating a few truths about behavioral modification. This is not a blame game. The game you should be playing is 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 stuff you gotta do to find your BFFBs.

"What could you achieve if you were ten times more confident?" asks Emily Jaenson in this engaging Ted Talk titled "Six Behaviors to Increase Confidence."

Adjusting your attitude can help you increase the amount of time you prospect. And, of course, that’s all prospecting is: brute force, consistently applied.

Let Emily help you get the confidence you need today to power through your prospecting duties.