Don’t get demoralized chasing leads

Do you hate prospecting sales? For most people who are selling products or services, especially entrepreneurs and small business owners, the thought of spending hours on a phone and receiving a barrage of ‘No thank you’ responses (and that’s probably the politest reply you’ll get) is both mind-numbing and demoralizing.

Sales prospecting is staggeringly time-consuming and exceptionally challenging. According to research by HubSpot, 40% of salespeople say that prospecting is the most challenging part of the sales process. How successful is the average salesperson at prospecting? Here are some statistics that might astound you:

Faced with such negativity, how are you supposed to stay positive when sales prospecting?

Here are five steps to improving your prospecting while maintaining your sanity.

  1. Create your ideal client profile

Look, if you don’t know who your clients are, you won’t be prospecting the right people. If you’re selling water, you probably won’t find too many clients who have a natural spring in the back yard. You should probably prospect the desert dwellers.

So, step one is to figure out who your likely clients are. What do they ‘look’ like? Where will you find them? What are their needs? 

Start by looking at your existing clients. Which are the most loyal and most profitable? List out their attributes and their pain points (the problems you help them solve).

  1. Understand how to connect with your prospects

You can use your ideal profile to search for lookalike prospects. Your success rate should improve, because you know that they need your service or product – and this will boost your confidence when you make that first connection.

Now, let’s tackle the problem of taking so many attempts to make those connections. Maybe you’re not looking in the right place. Figure out where you are most likely with the hottest prospects – online, via LinkedIn, over the phone, at tradeshows? 

Wherever you are most likely to ‘meet’ your ideal client, that’s where you should spend most of your time prospecting. Where you are least likely to meet new clients, that’s where you spend the least of your time prospecting.

  1. Create your prospecting process

Now, create your prospecting process. Design a script to follow, test it out and apply it. Continually monitor and evolve, until your results improve to a level that makes you happy. Once you’ve put in this heavy lifting work, it’s time to move to step 4.

  1. Automate as much as you can

Now, look at your prospecting process and the prospecting script you have developed. Ask yourself what can be automated. It will be a lot. 

Start with your emails. Create templates to send to prospects depending on their response. Then, set up autoresponders wherever possible to take yourself out of the loop entirely.

You can set up automatic appointment scheduling to remove the need for the endless back and thro of fixing a mutually agreeable time to meet.

If you are connecting online (via your website, for example), use technology to automate responses to requests from prospects. 

These are only a few ideas to get you started with the automation process. Read my blog ‘Your people are key to automating sales processes’ for more info.

  1. Don’t prospect yourself – and maintain a positive mindset

You’ve put everything in place to help create a stream of prospects that you or your team can convert to sales. You can’t convert them unless you are spending time selling to them!

This is when you must hire a sales assistant. Provide them the scripts and training so they become a clone of you, and develop prospects into positive leads.

Continue to motivate your sales assistant and your team by maintaining a growth mindset, staying positive, involving your team, and recognizing and rewarding performance.

Get started today

You can take the first step to transforming your prospecting today. As soon as you finish reading this blog post, read my blog discussing the 5 steps to identify your target market and get the ball rolling on the 5 steps for prospecting sales and staying positive today.

Let me know how you are getting on in the comments below.

Alternatively, feel free to contact me today and let me help you get started.


Publish Date: 1/29/2021 12:00:00 AM
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Don’t get demoralized chasing leads
Do you hate prospecting sales? For most people who are selling products or services, especially entrepreneurs and small business owners, the thought of spending hours on a phone and receiving a barrage of ‘No thank you’ responses (and that’s probably the politest reply you’ll get) is both mind-numbing and demoralizing.
Sales prospecting is staggeringly time-consuming and exceptionally challenging. According to research by HubSpo…

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