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Tips for Prospecting Success

We all know the number one way to make your business successful is by increasing your sales. (If you didn't know that, now you do) We've recently been reading up on the most efficient ways to increase our sales while still maintaining our roles and without dropping any glass balls.

Here are three tips we've received from our latest business read: Fanatical Prospecting by Jeb Blount

1: Value your time. Remember that the 80/20 rule is always in play. The 80/20 rule means that 80% of your time should be spent finding, qualifying, and presenting to new customers, while 20% is spent following up on existing clients and opportunities. It's easy to get lost in this as our existing clients are who we are most comfortable with. Remember, the work you're putting in for the next 30 days are the results you'll see in 90 days.

2: A little bit every day. The big secret to effective prospecting is not to overwhelm yourself and do a little bit every day. Many salespeople fail because they procrastinate, will put off prospecting, and then try to do it all at once. This never works. We all know it doesn't. It's basically our excuse not to continue doing it. Block out time on our calendar daily and make that appointment sacred.

3: Have fun. There, I said it. Fun while prospecting. Top sales professionals keep prospecting fun and fresh with different approaches, games, and competitive goals. Look for new ways to reward yourself for reaching your call targets and setting appointments. Most importantly, understand clearly that prospecting is everything and get started on the right foot every day by visualizing your future and your desire to win.

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