|January 6, 2023||Comments Closed|
Poor prospecting is often responsible for stalling the promising careers of many professionals. They struggle with generating new business for their firm, often unsure about whom to contact and how to land a meeting.
Unfortunately, professional development focused mainly on the technical aspects of their role. The development, organization and maintenance of a targeted list of prospective clients are not skills that are taught or passed down.
Before you can get serious about getting new business you need a well organized list containing the names of contacts and prospective clients.
Prospecting is a contact sport
The first step is to be absolutely clear on what a great future client, for you and for your business, really looks like.
To discover the characteristics of your ideal clients, ask yourself the following questions:
Using the above questions, write out a clear description of your ideal clients; you can have more than one. Keep it on your computer, phone or tablet, as a reminder of what you’re looking for.
A future client description narrows down the universe to pinpoint prospective clients you want do business with.
Developing your list
Here are three great sources:
Using this approach, you can easily build a high quality list of prospective clients. It also eliminates cold calling; instead, you will be working by affiliation with people who know and trust you or who are at least familiar with you and your firm. This dramatically increases the odds of landing a meeting.
Landing a meeting
When you have developed your list, use these five ways to get your foot in the door and land a meeting:
Forget about ‘selling’; instead, focus on the problems, struggles and challenges your prospective clients face. This will help you land a brief meeting, to create interest, build rapport and lay the groundwork for an effective presentation.
You can follow up this solid initial meeting with another meeting shortly afterwards.
Top professionals understand that ‘getting a foot in the door’ is the first step towards selling anything. After all, if your prospects were immediately receptive to every salesperson, then selling would become nothing more than taking orders and that is not where the big bucks are, in terms of landing great new clients.
Just 15 minutes per day
With a well developed list and some firm discipline, in just 15-30 minutes each day you can proactively reach out to two prospects per day; that’s 10 per week, 40 per month and 400 per year. If just 25% of those meetings lead to prospects becoming clients, you will have one heck of a year. And you will have achieved it while working within your comfort zone.
Basically, a well developed contact list is your secret weapon. It’s the best way to propel your career and your business to new heights.