Now that the first few weeks of 2014 are over and we are all recovered from holiday excesses, we are motivated and ready to up the ante for a successful year ahead.
Let us begin with prospecting and what it means. You have developed a product or a service that you believe will be of critical benefit to a certain niche of people. You are looking for people with needs that your product or service is going to fulfil. The critical question is how are you going to find those people? Anyone who watches the weekly game of Winning Streak will hear Marty Whelan say “how do play – go out and buy a ticket” well the same here if you want more customers you have to go out and search for them. When you find them you must care for them and respect them.
Over the holidays I was catching up with some reading and came across a fine read on prospecting by Jennifer Lund, a marketing director. Below are the headings of the steps she recommends to excel in prospecting.
1. Book time in your calendar to prospect every day
2. Find and focus on your target market
3. Actively work your call lists
4. Ask for referrals
5. Build your social media presence
6. Send great content to prospects
7. Follow up, follow up, follow up
For the coming month let us all focus on at least two aspects of the above listed: booking time every day to brainstorm and source potential customers and then to focus our thoughts on how best we can serve their needs. Let us always remember that –
“You will get all you want in life if you help enough other people get what they want.”
(Honor Zig Ziglar)
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