10 Commandments of Prospecting

The Ten Commandments of Prospecting provide a set of tips and techniques that salespeople can use to improve their prospecting efforts. While each commandment has its merits, there are also some compelling challenges that should be considered:

1. Appointment Setting: While scheduling time each day to prospect is a great idea, it is not always feasible. Salespeople often have multiple responsibilities and competing priorities, which can make it difficult to set aside a specific hour each day for prospecting. Moreover, relying solely on cold calls to generate leads may not be the most effective approach for all businesses.
2. Quantity vs. Quality: Making as many calls as possible is not necessarily the best strategy. Quality should be prioritized over quantity, and salespeople should focus on targeting prospects who are most likely to buy their products or services. This requires research and a clear understanding of the target market, which may take time and effort.
3. Call Length: While keeping calls brief is important, it can also be challenging to make a strong impression and convey the value of the product or service in just two to three minutes. Salespeople must strike a balance between being concise and making a compelling case for why the prospect should meet with them.
4. Lead Generation: Building a list of prospects is crucial, but simply buying or trading leads may not be the most effective approach. Salespeople must ensure that the leads they acquire are relevant and of high quality, and they should also be creative in generating their own leads through networking, referrals, and other channels.
5. Interruptions: Avoiding interruptions during prospecting time is important, but it may not always be possible. Salespeople should be prepared to handle unexpected interruptions and adapt their prospecting strategies accordingly.
6. Off-Peak Hours: While calling decision makers during off-peak hours may be effective, it can also be challenging to reach them at these times. Salespeople must be strategic in their timing and consider the specific circumstances of each prospect.
7. Varying Call Times: Varying call times is a good idea, but salespeople must also be careful not to overwhelm prospects with too many calls. They should strike a balance between persistence and respect for the prospect's time and preferences.
8. Organization: Using a computerized contact management system can be helpful, but it may also be time-consuming to set up and maintain. Salespeople must weigh the benefits of such a system against the time and effort required to use it effectively.
9. Visualization: While visualizing the ideal outcome of a call can be a useful technique, it is not a guarantee of success. Salespeople must also be prepared to handle rejection and adjust their approach as needed.
10. Persistence: Persistence is important, but it should not come at the expense of being respectful and professional.

Salespeople must balance their desire to close a sale with the need to build relationships and maintain a positive reputation in the industry.

Don't let anyone tell you that it's not possible.

Enjoy Your Day,

Paul Van den Brande

CEO & Shareholder

Noble House Group - Be! Featuring #NHGBe