Here’s an inescapable fact...
Every successful business has to master the art of prospecting. It is the lifeblood of a business.
There is no getting around it.
And even though it is essential, most people hate it!
They don’t know what to say. Their mouth goes dry. And it feels as if their heart will pound right out of their chest.
The very thought of prospecting terrifies them.
The fear of rejection.
The fear of failure.
But, here’s the thing...
Your product or service may be the best in the world. But, without a prospect to talk to you can’t sell anything.
The more you talk - about the right things to the right people - the more you'll sell.
And you probably know it's a 3 steps process to successfully build any business. One, prospecting. Two, presenting. Three, following up.
The most important step? It's prospecting.
I was recently presenting to a group of business people. I showed them by focusing on their prospecting activities how they could do less and get more clients and make more money.
They were amazed that small changes, Tiny Tweaks as I call them, could make such a big difference.
When you're ready to sell more, step into your prospecting system. Spend more time with your ideal clients.
Get to know them.
Create more ways to help your them.
Build better relationships with them.
You know I'm continually improving business communications. It's what I do - building better businesses with better marketing results. Maybe it’s writing, or speaking or creating systems to improve profits. I’m constantly building relationships with people. I’m helping. I’m supporting. I’m providing information to solve problems.
Because the more people who know me means I can help more people make more profit in their business. I can't help an empty room!
Effective communication and solving client problems is how every business makes a profit.
I'm not the only one to think that.
I was recently interviewing a top notch business manager about prospecting - I'll tell you more about him another time. But for now, he summed up the problem of prospecting like this...“If you were giving away your products and being paid £100 every time you successfully gave one away then I guarantee you’d be prospecting all day.”
He’s right. The lesson? The biggest challenge with prospecting is understanding the value to your client of what you sell. And being able to clearly communicate that benefit. Before you start talking to people about your services here’s 3 actions for you to take:
1 Describe your ideal client in detail
2 Define why people buy each of your products or services
3 Identify where your ideal client spends their time
When you've got those basics covered you'll know who to look for, what problem you're solving and where to find them.
But, if you’d prefer me to create your prospecting process for you, then just ask me! I’ll create your personalised prospecting plan with you. It’s the quickest way to find your ideal clients and start making more money. Just ask...