Most people hate prospecting. Hate picking up the phone to make those important phone calls introducing you and your services to an unknown prospect.
But most of us have to do it at some time or other.
You need to build a prospecting habit.
All successful prospecting starts with a plan.
Every day – or at least twice a week – calendar it in.
Plan it all out before that time – what you are going to say, do, how you are going to start the conversation, how you are going to continue it, how you are going to deal with objections, how do you deal with people not being available to talk.
Have a list of people to call, with names, telephone numbers and email addresses if you will follow up with information.
Then sit down, in a place where you won’t be disturbed, with paper and pen in front of you (or computer if you use a computer based CRM system) take a deep breath, put a smile on your face, pick up that phone…..and start.
The first call is the hardest. The second is easier. By the tenth – you may even start to enjoy it.
So stop procrastinating. Get yourself organised, then pick up the phone and make that first call!