10 Rules of the Prospecting Game

Too many people struggle with prospecting. I’m here to help.

There are some basic rules you need to get right. To win at prospecting, here are my Top 10 insights to the game.

1. Prospects don’t care. 

Until you show an interest in them, there’s no reason for them to show an interest in you. 

If you’re prospecting by just throwing messages out there, nobody’s going to respond. 

Learn more about What Prospects Want to Hear.

2. Thinking about a prospect is not prospecting. 

An average performer could spend all day getting ready to prospect, doing research, but they never actually pick up the phone and make the call. 

Prospecting requires action. Just pick up the phone.


via Kim’s Convenience on GIPHY

3. Repetition wins the game. 

One call or one email isn’t going to do a thing. It requires repetition. However, you must make sure that your messages are different. Just sending the same message out time and time again is not going to do anything. 

Repetition of the same thing will get you the same thing—no results.

4. Know your market. 

Who are you calling? Who are you reaching out to? This is so critically important. 

What do you know about their industry? Their demographics? You’ve got to understand that because, again, prospects don’t care about you until you’ve shown an interest in them. 

5. Be disciplined. 

It is so easy to fall off the bandwagon with prospecting. There are a dozen things fighting for your attention. 

Discipline is the single biggest reason why some people make it prospecting and others don’t.

6. Follow up.

You may get one conversation with a prospect and you think, wow, this is going to become my next great customer. Then you never hear from them again. 

You’ve got to create follow-up messages that are tuned to their needs, not about what you have to sell.

This is such an important skill we have two masterclasses for you at The Sales Hunter University

+Learn about cultivating two-way communication with the Follow-Up Masterclass.

+Or, master the art of continuous conversation with the Stop Getting Ghosted Masterclass.

7. Powerful CTAs, calls to action.

Every message you send has got to have a call to action. Don’t leave customers hanging, make the decision for them. You have to get them involved with you, and you do that with a CTA.


via GIPHY

8. Your mindset. 

If you don’t have the right mindset, you can go through all the actions you want, and you won’t see any results at all. I guarantee it, because your customers, your prospects will see through that. 

Your mindset will defeat you if it’s not right. What is the right mindset? To go out there and make a difference because prospecting is about helping others see and achieve what they didn’t think was possible. Anchor your mindset on that.  

Likewise, if you know you can make a difference in somebody’s life, you have an obligation to reach out to them. Let those two pieces sink into your mind, and it’ll make a difference in how you prospect.

9. Focus on the outcomes, not the product.

The customers don’t want your product. They don’t want your service. What they are looking for are solutions.


via The Daily Show on GIPHY

10. Your personality. 

You have to let your personality come through. This is not a robot situation. You have to allow the customer to see who you are. In fact, when you let your personality come through, it’s amazing how much more relaxed you are.

Available NOW!

How to Sell to the CEO

Learn Mark’s Top 16 Tips for reaching the CEO and speaking their language.

 

Find it anywhere you stream podcasts.

COMING THURSDAY 3/23!

How Serving Brings Success in Sales

w/ Bob Burg

 

How do we bring immense value through giving? 

Subscribe today and gain weekly sales insights!

Join us in-person in Dallas, TX or online!

 

Learn inside sales secrets developed by Mark and Meridith and start achieving results beyond your expectations!

 

Learn more or register at this link.

 

 

 

 

Copyright 2023, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

Share the Post:

6 Responses

  1. Thank you for posting this blog. It was an interesting read and I found it to be quite informative. I appreciate the effort that went into writing it and the time you took to share it with the world. It was great to see how you put your thoughts into words and made this blog so meaningful. I’m sure it will help many people understand the topic better and gain valuable insights. It’s amazing how much knowledge and wisdom can be shared through a blog. I’m grateful that you chose to share your thoughts and ideas with us. Thank you for your contribution to the world of blogging.

Leave a Reply

Your email address will not be published. Required fields are marked *

Related Posts

Downloadable Sales Resources

12.5 Critical Factors For Negotiation

A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.

Subscribe Now

Subscibe to The Sales Hunter Email list to get the latest posts and exclusive sales content right in your inbox.

The Sales Hunter Podcast

The Sales Hunter Podcast features Mark Hunter and top sales leaders, delivering actionable insights to help you become the salesperson you’re meant to be. This show isn’t just for entertainment—it’s designed to empower you with strategies to turn prospects into profits. Subscribe, leave a review, and start selling with confidence!

The Sales Hunter University

The Sales Hunter University offers top-tier sales training available in real-time or on-demand, accessible on any device. Named a Top 10 Sales Development Program in 2022, it’s perfect for sales teams, managers, and driven individuals. Each course is expertly designed by Mark Hunter to deliver the results you need.

Sales Logic Podcast

Ready to amplify your sales impact?

Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money.

When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomes logical.

The Ultimate Email Prospecting Guide - Mark "The Sales Hunter" Hunter

Download the Ultimate Email Prospecting Guide today!

Enter your information and we’ll immediately send you our most popular download, and add you to our weekly Sales Tip newsletter.