As we enter the remaining months of the year, an emotional paralysis can begin creeping in like the subtle change in temperature and sun light. Uncertainty how to hit quotas, deals that may be taking longer to close and a gnawing nostalgia for summer just ended can derail your behaviors, attitudes and techniques in maintaining a healthy pipeline and prospecting.
Rather than getting bogged down in your own malaise of “head trash,” one should use the Fall season to reflect and re-examine where you are and where you need to be. Remember, a decision not to make a decision, is a decision. You can either decide to ramp up your prospecting efforts or you can decide to slide and throw your fate to the swirling wind.
After all, prospecting can be a tricky balance between quantity and quality. Concentrate on fine tuning who your ideal customer target is in terms of title, role, industry, business, demographic, etc. Focus on finding prospects that “qualify” to that best client profile. Disqualifying professionally and quickly to save time and maximize results. Remember, some will buy, some won’t buy, so what, who’s next?
Develop a behavior cookbook that defines and measures your activities. Be specific in the different types of prospecting pursuits you’ll commit to doing. Block out exclusive times for cold calling, networking, inner/outer circle referrals, mastermind meetings, free talks and attending industry conferences. Then do them like clockwork. Do them as if your life depends on it. Remember, action surpasses perfection all the time, every time.
So, you are not too keen on prospecting? Then be really sure to use your time and energy on getting conversations with the right people at the right time. Make good go/no go decisions. Use an efficient sales process that is measurable, efficient, effective and consistent. As President Ronald Regan said, “It’s true that hard work never killed anyone but why take the chance.” Work smart in developing opportunities.
Remember, funds left on the table in the fourth quarter usually need to be spent by year end. The only individual that can write a check is a decision maker. Before you reach out to these folks, be sure you have done your pre-call work, are comfortable with your 30 second commercial and have several questioning strategies to get the prospect talking. Frankly, potential buyers don’t care all that much about your products and services. They want solutions to their problems. The prospect that is doing all the listening is no prospect at all.
To learn more about the art and science of successful prospecting, check out our Executive Briefing, “No Pressure Prospecting, on Monday, October 15 from 4:00 to 6:00. To register or if you have questions, call us at 302-377-6435 or click here for more details: https://www.taibigroup.sandler.com/eventcalendar/?month=10&year=2018&date=1539586800#DayAnchor
