Evaluating Your Prospecting Methods

Does your prospecting process need evaluating?  Maybe the question I should be asking is, “Do you even have a prospecting process?”

And an even deeper question I want you to get to is, “Why should I even believe what I’m doing is effective?”   I get asked a lot of sales questions each week, but the issue of prospecting accounts for at least 50% of the questions I get.

Last week I did a webinar on this issue of rebuilding your prospecting process.  I had so many people ask to see it that I went ahead and moved it over to YouTube to make it easy to view.  Yes, the video is 45 minutes in length, but it’s worth watching. Here it is:

 

 

Below are 5 questions I want you to ask yourself:

What is the % of new business I get by prospecting vs. referral?

What is the % of business I received in the last 12 months from customers who I didn’t have 12 months ago?

Where do my leads come from? What % are ones I generate?

How quickly could I replace the business generated by my top 2 customers if they stopped buying from me?

Do I know what parts of my prospecting process are effective and which ones are not?

I suspect answering these questions set off some alarms.  If they didn’t set off some alarms, then you’re part of the one tenth of one percent of salespeople. Congratulations!!  Just don’t get too comfortable. Things can change quickly.

If you’re like the vast majority of salespeople who get sick to their stomach when answering these questions, stop what you’re doing.  I don’t want you to get sick while reading this.  What I do want you to do is to commit yourself to getting serious about this prospecting issue.

I’m being very serious when I say I want you to watch the video and/or reach out to me.  You can’t delay.  I’ve been where you are and I know the pain, and there’s no reason for you to be going through it.

You will never have enough deals to close if you don’t spend enough time prospecting and — more importantly — prospecting effectively.  Sales quotas are not made with closed deals. They’re made with great prospects.

Want to do something about building a prospecting process that works?  I am offering you an opportunity to do exactly that, but you have to get in on it before July 26 at midnight.  You can find out all about it at this link or by clicking on the below image.

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

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