Like a miner searching for diamonds, one easily can be distracted by any number of interesting mineral formations along the way but those are not the desired target. Before any actual mining takes place, geologists need to understand where the most lucrative sources of the gems are to be found and the likelihood of hitting pay dirt. Only Superheroes can crush coal in their hands and make a diamond. For the rest of us mere humans, it would take too long.
Prospecting, like mining, needs to start with a selective and carefully focused plan. Develop a list of the types of people most likely to do business with you and where to find them.
What characteristics and circumstances do your prospects need in order to qualify as an appropriate lead. If the gap between where they are and where they want to be or what they want to have is not creating sufficient discomfort, move on. Your job is not turning suspects into a prospects but finding truly qualified prospects and turning them into clients.
Seriously revisit your pipeline and clean it up. Is it really jammed full of qualified leads or just clogged with people who have never said yes and never said no? Trying releasing yourself from free dinners, free tickets to sporting events and endless rounds of golf with folks who may be too polite to tell you goodbye – it’s not going to happen.
Being selective is not being elitist, it’s being smart.
For more information on selectively closing the business or closing the file, click below for our complementary report:
https://www.taibigroup.sandler.com/resources/downloads/3-questioning-strategies-close-sales
