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Dust off the old pan and start prospecting!

Submitted by Mitch Seigel on Tues, 6/10/2014

Prospecting has some good things about it as well as some bad. It is good when prospects turn in to clients. It is bad when prospects don’t turn into clients. Unfortunately there is no way around approaching clients that will never do business with you. In fact, if you think that every client will do business with you, more will!

The keys are prospecting in the right places, with the right people and for the right amount of time and effort. Why would you put a pan in a creek that had been found to be dormant of gold for 100 years?

Why would you prospect with employees of a company who are not in the department in which you are seeking an engagement? Lastly, why would you only prospect with a company for a week and then never call it again, and likewise, why would you prospect a company who you’ve been calling on for two years and they have never had the decency of returning any of your attempts to communicate?

These are all good questions to constantly keep asking yourself. Keep the flow of prospects moving. Some new, some mid range and some you’ve been working for awhile. And of course, always be prospecting. You never know when that next gem will appear in the pan!

What are your challenges when it comes to prospecting for new business? I look forward to hearing your comments. Until next time...