9/20/2023-Prospecting

Given it’s likely you have little left to play for in Q4, start thinking about all the initiatives on the calendar for ’24. Prospecting momentum gets built easier when your message gets targeted.

Wow, your sales manager is grumpy today…he was just heard moaning that the team ain’t prospecting enough.

But what does that mean? "…not prospecting enough."

Is it defined by the gross amount of your pipeline? Is it defined by the number of outbound calls and emails you make? …on a daily basis, or weekly?

Don’t fret, few sellers prospect as much as they should. Even the TOP 10% could stand to prospect more!

Actually….why not fret? …prospecting is like water to a farmer, and you don’t want weeds to take over your crops, right?

Today, fall back in love with the thrill of landing an appointment with a big fish. That’s right…fall in love with prospecting.

Try something different today: calculate how much time it will take to get a meeting with a KDM. Rather than count outbound emails, calls, or smoke signals (ha), focus on time as your prospecting metric.

If it takes one hour to land a meeting with a hot-shot KDM, then you now have good data to help guide future prospecting activities.

Today, land that appointment with that big fish. (And for sure, take a picture!)

There is definitely a rhythm to prospecting: it may be hard to get going, but once you break the seal, you feel the momentum build exponentially. That’s when your competitive juices flow, and you start enjoying it.

THAT’S what you’re shooting for today. Get into the mo’ jet stream.

Past recommendations in this space have focused on blocking off small increments of time, e.g. 20-30 minutes, as a way to make prospecting feel less daunting. And that’s fine.

But don’t forget to commit long runways of time to build prospecting momentum that feeds on itself. There isn’t a seller on the planet who doesn’t feel a rush when a prospect agrees to jump on a Zoom, or better, commits to a meeting. The only way to get to that point is to churn through the numbers and keep it going.

Given this is late September, and it’s likely you have little left to play for in Q4, start thinking about all the initiatives on the calendar for ’24. When you review your Top 20 list of KDMs and/or the other contact management tools you have, filter them based on the big ’24 initiatives.

Prospecting momentum gets built easier when your message gets targeted.

Whether you’re sending out emails, making calls, dialing past clients, editing your Top 20 VIP list, asking for referrals, or going to networking events…your prospecting activities should be consistent and calculating. Figure out what works, set a prospecting goal for each session, and then attack!

Perhaps Shia LeBeouf can help you.

By now, you’ve seen the Shia LaBeouf green screen "Just Do It" video, but perhaps this 2-minute, highly packaged musical version will kick you into another gear!

Either way, the message is the same: JUST DO IT. PROSPECT!