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How Do I Build a Prospecting Plan?

This is a question I get asked a lot. Here are 8 steps you can do right now:

Watch this 6-minute video to learn more about these 8 steps:

  1. Do you know who your perfect client is? Take some time to write out a description of your perfect client.  Those who fit the description are the prospects on which you want to focus 100% of your effort.
  2. Create a list of the outcomes you create. I’m not talking about features or benefits; I’m talking about how you help the customer with what you sell.
  3. Build a list of 10 questions that will engage the prospect and allow them to share with you their critical need. You won’t ask all 10 questions.  No, the point is to have enough questions to build your confidence.  You may only ask one or two, but having more allows you to be ready.  The key is to make the questions relative to that particular prospect to create confidence.
  4. Create a list of value-added statements/insights you can share with prospects during the prospecting phase. Having this will allow you to be prepared to stay engaged with the customer, because it will allow you to be ready to message the prospect multiple times and each time deliver a different message.
  5. Block the necessary time on the calendar to be able to prospect knowing it may take up to 10-15 contacts using various means to get a prospect to acknowledge you. Don’t think you don’t have time.  You have to realize that this is as important as eating or using the restroom.  You schedule it and you stick to it.
  6. With each prospecting block of time, be sure to have a goal. Keep it easy at first, remembering that you want to succeed.  Second, always evaluate what you learned and how it will help you improve.  Your goal is to be continually improving.
  7. Your attitude is what will make or break your success.  This is far more important than anything else. It’s amazing how having the right attitude makes a dramatic difference in whether you prospect or simply blow it off.
  8. Never give up!  Be persistent! When you believe you can make a difference in others, then it is your responsibility to reach out and connect.  They may not expect it, and they most likely will not think they need it, but because you know you can help them, you will continue to be persistent in making contact.

The biggest issue salespeople have is giving up too soon! The steps laid out above are designed to help you do one thing: to make it happen.  Prospecting is where sales begins.  When you prospect it’s amazing what will happen.

Prospecting does not have to be the dreaded activity that causes you to want to quit.  Take the time to create your plan, and then step back and really think about how what you sell can impact people.  When you believe in the outcomes you create, it is amazing how your attitude towards prospecting will change.

Copyright 2019, 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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