In looking at a prospecting model, you should consider prospecting as a marathon and not a sprint. It is something that you do every day and consistency matters more than speed.
To build the right prospecting model for you consider the following questions:
- Where is your market located? You will need to focus in a region to connect with the right people.
- What does a prospect look like? What are the attributes of a prospect that help you choose the right connections to make? Clarity is required.
- What will you do every day as part of personal prospecting for new clients? How will you get the process under way?
- What will you say to prospects and new people when you connect with them for the first time? Why should they listen to you? Simple dialogue development will help you with the connection. The conversation that you create should be about the person you are talking to and not what you’re offering. Questions should form the core of your approach to new clients and contacts.
- Why should the person meet with you? The best canvassing calls focus on the opportunity of a meeting. Your call should be focused on just one thing; to create a meeting where you can connect with the person and get better information. Most new business will come from the trust you can create and the relationship establishment that will be built over time.
- What service or product will be at the centre of the prospecting effort? You cannot confuse the process with too many ideas or statements. When you understand what people need from you, the conversations you create should centre on that topic and requirement.
- What prospecting process will be at the core of your contact and database model? It pays to only use one prospecting system so you can improve in the method and practice what you do.
- When will you start the process and how often will you do it? Regularity is the key to getting results in networking and prospecting.
As you can see, clarity is required to take your prospecting efforts to the market and your location. It is not a random process.
One of the biggest mistakes salespeople make in canvassing and networking is in doing too many things and not focusing down on just a few. When you focus you can track and improve the results that you are getting. Practice and self-improvement are key attributes of a good prospecting model.