Active prospecting? You are joking!

Now this might sound outrageous, particularly from Sandler Training, but let’s be honest…active prospecting does not work. Or at least it is highly inefficient. The worst culprit is “cold calling”. I mean, it is so much better to have qualified incoming leads just ready to buy than wasting inordinate amounts of time pestering people who then hide behind voicemail.

Let’s work this out. How many dials do you need (real world) to get to speak to anybody? And then, how often are you getting the runaround? Even if you get an appointment they are unlikely to be ready to buy. Cold calling! Soul destroying stuff! And sales time can be so much more efficiently used.

What about networking, asking for referrals, attending seminars, giving free talks, exhibiting? Well, actually they are pretty much nearly the same waste of effort. Huge amounts of effort required for almost no leads.

So all active prospecting in effect does not work…until it does.

Think of your largest income producing client. Not that one, the one that actually did come from active prospecting. Now, if you knew and knew for absolute certain you would get that client from doing that kind of prospecting, how much effort would you have been prepared to put in? My guess the answer is way more than the effort you actually did put in. So suddenly that time-consuming agony was worth it.

But how can you be sure that doing more of that same activity will produce another fabulous client like that? Well obviously you cannot be sure. In the same way you cannot be sure of any prospecting activity. Until it works.

Could you have got that client we are thinking of through incoming lead generation? Perhaps. Probably not.

So the only way to be at least partly in control of our destiny in business is to do prospecting. Loads of it. As many different kinds of activity as makes sense (usually 3-5 different prospecting activity types is manageable). It is only with a long enough timescale that we can be sure that a certain prospecting activity is a waste of time. And even then we could have stopped just a couple of dials short of our ideal, dream prospect. Commit yourself to some hard work, doing stuff you would rather not do. After all, they say that if you claim to like cold calling you are either lying or never done it.

Sandler has a rule

“You never have to like prospecting; you just have to do it.”

Paul Glynn

Paul Glynn

Paul’s experience spans over twenty years of selling, sales management and training. He has worked in the financial services sector including accountancy and has been responsible for the commercial success of sales departments at director level in advertising. His clients report up to 300% increase in turnover by working with him. He is dedicated to helping businesses grow through assessments, training, coaching and mentoring. Tel: 01784 390623 Mobile: 07866 518848

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