How Not to Prospect

Too busy to prospect? Think again! Here's why consistency trumps time and how just one new opportunity a week can transform your results. Trust me, it’s easier than you think.

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Too many sellers overthink the time and effort it's going to take to grow their business, or to add more prospects to the top end of the pipeline. Consistency is more important than time. And it's critical to understand, first, by doing the sales math, how many prospects it's actually going to take.

I was sitting in a sales meeting a number of years ago and all the sellers were complaining. My book of business is too big. We're too busy. We have too much administrative burden. There's no way I can add new opportunities. And when we did the math, we realized it was only adding one opportunity a week in order to hit their targets. And there was a collective sigh of relief.

Can you find one new opportunity every week to add into your pipeline? Probably. I would much rather see you spend half an hour first thing in the morning making calls, following up on leads, researching new business to put new business in the top of your pipeline than to do nothing all week and then to spend five hours one day. If you can get into the habit of just consistently making some calls. If you can get into the habit of committing to never leaving your desk to end your day without doing one thing, to put a prospect in the top end of your pipeline, then you'll always have a growth.

Step one the numbers. Work backwards based on your closing ratio and your target to determine the exact number of prospects that you need in any given month or week or year. And then work every single day in small chunks to get that work done.

Don't forget to check out: The #1 Attribute of Top Sellers!