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The Art of Prospecting


I mentioned in a blog back in distant 2016 that we at Sandler have to prospect. We don’t get given our clients- we work all the methods of prospecting that our clients do. In fact I won’t ever ask any client of mine to do anything I haven’t done myself.

Let's face it, prospecting isn't for the faint of heart. Whether you're diving into the icy waters of cold calling, traversing the intricate web of networking events, making bold strides with walk-ins, captivating audiences with webinars, or leveraging the power of referrals, each method demands an enormous amount of time and effort before you see results. In fact I’d go as far as saying all prospecting doesn’t work… until it does. You can spend ridiculous amount of resources (time, money, effort, ingenuity, courage) with nothing to show for it all and then suddenly you get a great client which pays for all that heartache many times over.

Cold calling is the timeless classic of prospecting. It's like fishing in a vast ocean, casting your line and hoping for a bite. You can guarantee lots of rejection, and voicemails that echo into the abyss! It's enough to make even the most seasoned salesperson shudder. But remember, with each call, you're honing your skills, refining your pitch, and inching closer to that great opportunity.

Networking is the art of building relationships one handshake at a time. From industry mixers to coffee chats, networking is your passport to the inner circles of success. But beware, it's not just about collecting business cards, it's about forging genuine connections, nurturing them, and watching them blossom into fruitful partnerships.

Walk-ins are the unexpected treasure troves of opportunity. There's something exhilarating about strolling into a business unannounced, armed with nothing but your charm and your pitch. It's a bold move, a risky move, it can yield startling rewards! Remember, fortune favours the brave, so don't be afraid to knock on that door and introduce yourself.

Webinars are seen as the modern marvel of prospecting. In a world dominated by digital communication, webinars are your stage to shine. But beware the dreaded ghost town webinar – where the silence is deafening, and your audience is but a distant dream. Remember, engagement is key, so captivate your audience, spark their curiosity, and leave them craving more.

Referrals have got to be the crown jewel of prospecting. There's nothing quite like the warm embrace of a referral – it's like being handed the keys to the kingdom. But remember, referrals are earned, not given. So, deliver exceptional service, build trust, and watch as your clients become your biggest advocates.

So how can you get better at prospecting? One thing you can do, if you are in Surrey, Berkshire or Sussex is visit the Business Expo in Farnborough and attend my seminar on 21st March.

Here is the link to more information

See you there!

Paul Glynn

Paul Glynn

Sandler trainer