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?”