Prospecting is a combination of having the right Message and consistently repeating it. You need to master both!
Almost daily I find myself in discussions about prospecting. Most sales people really don’t get it. Let me break the code for you: Unless you have game-changing product or service, selling is always, to some degree, a numbers game. Therefore you must have a large population of potential prospects that you reach out to. Of those you reach, only a percentage of them will be true prospects for what you sell. More prospecting leads to more true selling opportunities. More effective prospecting equals more sales.
The really interesting question I ask sales professionals is:
“What do you do when you have found a true prospect?”
The answer to this question is, in part, what separates great sales people from the merely good ones. Sales professionals grasp that the key to turning prospects into sales is getting the potential customer to think your way about your product, and to do this quickly and consistently.