Are You Making These 4 Prospecting Mistakes?
If you’re organizing your day around meetings, travel or administrative tasks, you’re making a critical mistake that certainly causes you to miss opportunities, buyers and deals.
Prospecting should be one of the most important tasks in your day or week, and worthy of a dedicated schedule. To spend enough time and focus on this effort, you need to organize everything around it. It might sound crazy, but remember, without prospects there won’t be sales.
Of course, this scheduling mistake isn’t the only one that sales reps make with regards to prospecting. Here are four huge errors that many sales reps make, along with ways to avoid them.
- Not putting in the hours: You can’t complain about being hungry if you don’t open the fridge and get something to eat. Unfortunately, so many sales reps claim they don’t have enough qualified prospects, and yet they don’t do anything about it. They don’t make enough calls, knock on enough doors or send enough emails to find new leads. No, rejection isn’t fun, but it is part of the job. You must make prospecting a priority, dedicating your best hours to the work.
- Irregular prospecting: While some prospecting is better than no prospecting, you have to be consistent if you want to succeed. Prospecting is a little like dieting; it’s easy to get pumped up at the beginning, but more difficult to stick with the plan. It’s a good idea to spend at least some time each day trying to find and research prospects. Here’s the trick: You can’t overload the pipeline with lots of prospecting and then drop the ball. This isn’t a New Year’s resolution; don’t give up next week, next month or even during Q4.
- Lack of planning: Targeting the right prospects at the right time with the right message takes more planning than you’d think. When are you going to do your prospecting? What channel should you use? What type of person are you trying to contact? What’s your message? How do you solve the prospect’s problems? These are a few of the many details that must be sorted out before ever lifting a phone or sending an email. Take the time to outline your process, execute it and then be willing to change if it doesn’t work.
- Sticking to spreadsheets: Juggling prospects isn’t easy. Tracking who you contacted — plus when, where and how you contacted them — demands advanced technology. Spreadsheets are convenient and cheap, sure, but they’re so easy to mess up. It only takes one keystroke to accidently delete a line. If you forget to enter an item, this also creates issues. It’s critical for reps that create sales assets to embrace technology that allows them to respond immediately after a prospect consumes the content. Spreadsheets aren’t able to do this.
The Tellwise Nutshell (TTN): If you don’t have enough quality prospects in your sales funnel (and let’s face it, who does?), you’re probably making one of these mistakes. But don’t lose any more sleep over this; it’s definitely fixable. Now is the time to make proper prospecting a larger priority in your schedule. Boot up your online calendar now and assign a few prospecting hours now. Armed with the right tools and strategy, nothing is going to stop you!
Want to learn more great prospecting tips? Download our tip sheet, “7 Best Practices Of Prospecting Pros.”