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Sometimes when asked how much their income would increase over the next 12 months if they made sure to prospect 10-12 hours during every week that theyre working, the majority of people feel that their income would at least double, some say triple, and nearly everyone feels that their income would increase by at least 25%. Sometimes salespersons have lulled themselves into believing theyre prospecting more hours than they really are in their business. Once these clients recognize that the number of hours per week theyre actually prospecting is abysmal, they recognize that its definitely time to get themselves moving. So in case youre wondering if youre prospecting enough in your business right now, consider these three warning signs to watch out for that may indicate that your level of prospecting needs to be improved. Warning Sign #1 After Years in the Business, Youre Still Doing a Lot of Cold Calling, Not Warm Calling If you find after years of being in the business that when you prospect people, they still dont know who you are, youre not prospecting these people enough to build the kinds of relationships that will easily lead to more business for you. salespersons who prospect a lot get to a point where many of their calls are warm calls, meaning that theyre calling and talking to people theyve already talked with before. So if youre not experiencing a lot of warm calls after having been in the business for a number of years, it may be because youre not doing a lot of prospecting. Warning Sign #2 Youre Finding People and Companies Who Have Requirements, But After Its Too Late to Begin Working with Them This is one of the biggest nightmares salesperson can experience. Youve identified someone whos ready to take action, but theyre already committed to working with someone else...your competitor. So why werent you in contact with these people months ago when they were just beginning to realize they needed to talk to a salesperson? It may be because you havent been doing much prospecting on an ongoing basis throughout the year. Warning Sign #3 You Hear About Transactions Closing in Your Area That You Never Even Knew Were Happening If you find out through others or through the media that someone has bought, sold, or leased in the territory you work in, and you didnt even know that was available, or that the people or company were looking, this too is a sign that you may not be doing enough prospecting. So how did you measure up? Did you find that any of these three warning signs applied to you? Prospecting is one of the most difficult activities for many of us to continually do in sales. Who normally wants to put themselves out there in a situation where maybe nine times out of ten youll be rejected or end up talking with people who just arent interested in doing anything? The point is, though, that the one call out of ten where the people may be interested in doing something is the one that will make you huge amounts of money throughout the year, as long as youre making these calls every single week (or canvassing in person if you prefer). So evaluate where youre at in your level of prospecting right now. And if you feel your income could definitely be improved by prospecting 10-12 hours or more every single week, do what you must to make sure you get this prospecting done. |
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