Prospecting for next new client

Have you ever had a time where you were doing great in sales and then all of a sudden, wham, where did my sales go? I would bet dollars to donuts that you weren't prospecting and filling up your pipeline.


A good habit to get into is one where you are constantly prospecting and trying to identify new business.


Salespeople seem to have a habit of prospecting hard until they get their funnel full and then backing right off only to find when the funnel starts to run dry, they are wondering where they will find new business. I know because it has happened to me and still happens, although not as frequently.


Here are some tips to help you keep on track with prospecting.

1. Break prospecting down into easily done tasks - ie. identifying potential prospects, uncovering information on the prospect, creating a mailer for the prospect, calling prospect, etc.
2. Give a time to each task in prospecting, in the example above, say 10 minutes each, for a total of 40 minutes - Give yourself 60 minutes just in case.
3. Pick a time during the day to prospect.
4. Set up a recurring time in Outlook so that you stick to it. Only move that time if it is absolutely important.
5. Do this everyday.

If you have other comments that you think are relevant, please feel free to add them in the comments section.