Do you operate on "goal time" or "clock time?" Are your prospecting activities active or passive? If you don't know the answers to these questions, chances are you need to consider developing a prospecting plan.
The first rule in developing a prospecting plan is you do not want to put all of your eggs in one basket. Consider diversifying your prospecting activities to more then two to three different methods. Your level of success and even how much money you make is directly related to how far outside of your comfort zone you are willing to go. It is easy to look at the list of prospecting activities below and choose those that feel comfortable...emailing, only approaching family, friends, or people you know well for referrals.
Today, in President's Club, we dove deep into these ideas for ways to prospect:
- Connecting with existing clients
- Strategic Alliances
- Social media
- Advertisements on the radio, tv, news outlets
- Open House / Client Appreciation
- Apply the Three Foot Rule
You've probably at least heard of most of these before. But what is that "Three Foot Rule" one all about? The "Three Foot Rule" is a Sandler Training concept, but highly effective. Think about your day...you're on the bus, you're in line for coffee, groceries, at the bank, or in the lobby waiting for an appointment etc. How often do you for a period of time, sit or stand within 3 feet of strangers in total silence? You know that they are a suspect (because everyone is), but what if they were a prospect? What if they were your next biggest client? What if they were best friends with your next biggest client? What if they had an idea or a widget or knew of a way or a product that could transform YOUR business? What if they had a great rec for someone to replace the roof on your house, which you've been meaning to do for 6 months now? If there was even a remote chance that any of that were the case, it's worth gathering your courage, turning to your right and simply saying, "So how's your day going?"
Now, turn your "clock time" into "goal time." Establish a prospecting plan with both active and passive activities, today! Remember to diversify your prospecting techniques and turn every suspect into a prospect. Go get 'em and good luck!
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