How Do I Build a Prospecting Plan?

This is a question I get asked a lot. Here are 8 steps you can do right now:

Know who your perfect client is? Take some time to write out who your perfect client is as these are the types of prospects you want to focus 100% of your effort with.

Create a list of the outcomes you create. I’m not talking about features or benefits, I’m talking about how the customer is helped by what it is you sell.

Build a list of 10 questions that will allow you to engage the prospect and allow them to share with you their critical need. You won’t be asking all 10 questions, no, the point is to have enough questions to allow you to be confident. You may only ask one or two but having more allows you to be ready. Key is to make the questions be relative to who they are to create confidence.

Create a list of value-added statements / insights you can share with prospects during the prospecting phase. Having this will allow you to be prepared to stay engaged with the customer because it will allow you to be ready to message the prospect multiple times and each time deliver a different message.

Block the necessary time on the calendar to be able to prospect knowing it may take up to 10 - 15 contacts using various means to get them to acknowledge you. Don’t think you don’t have time, you have to realize this is as important as eating or using the restroom. You schedule it and you stick to it.

With each prospecting block of time be sure to have a goal… keep it easy at first, remember you want to succeed. Second, always evaluate as to what you learned and how it will help you improve. Your goal is to be continually improving.

Your attitude is what will make or break your success. This is far more important than anything else. It’s amazing how having the right attitude will change dramatically whether you prospect or simply blow it off.

Never give up! Be persistent! When you believe you can make a difference in others then it is your responsibility to reach out and connect. They may not expect it, they most likely will not think they need it, but because you know you can help them you will continue to be persistent in making contact

The biggest issue salespeople have is they give up too soon! The steps laid out are designed to help you do one thing, to make it happen. Prospecting is where sales begins. When you prospect it’s amazing what will happen.

Sales,sales prospecting,sales training,customers,new customers,prospecting,the sales hunter,