Good prospecting can make or break you in Sales. I feel that the importance of prospecting is highly underated. Prospecting is often a Sales Persons most disliked activity in a sales role as it is not very excited. So, it tends to be pushed back until all the other “important things” are done first.

42% of sales reps named prospecting as the most challenging stage of the sale process

You need to find the right people before any competitors do and establish a relationship with them even before the are ready to buy or even know they should buy. You should be spending hours on researching companies that fit your target market. It’s a simple equasion that more prospects will equal more opportunities.

91% of prospects don’t mind engaging with a sales rep in the early stages of their buying journey. So reach out. It may also prevent them from shopping other companies if they are impressed with you.

Prospecting is not difficult, it is however time consuming and not very exciting for most. Personally, I really enjoy investigating new companies, even to the point where I would scope out industrial parks in my car to see who was around. I write down companies I see when on the road, such as company cars driving past.

“Mandi(my wife), can you write down Membrey’s Transport.. Send me a message with their name in Messenger(FB Messenger),”

I cannot help myself. If I see a company that I don’t know yet and they could be interested in my product, I get very curious. It’s like collecting cards when you were a child… addictive… In this case you want to sell to the “whole set.”

Great ways to prospect:

1) Driving around – Commercial/Industrial areas are easily known and could possibly house all your clientele (Noting or Approaching them)

2) Keeping an eye out – when driving around anywhere (I always come back with a few hot ideas and can call them saying “I keep seeing you around ______, I just had to give you a call!” Warms the call up a little.

3) Use Seek – See who is hiring they may be growing the business, undergoing change

4) Utilise Social Media – Linkedin, Facebook, Instagram, duh. Such a great resource to see what you prospects are up to and know they know. Do they know a current clients of yours that they can refer?

5) Use Association Websites – Detailed information of companies Directors who will clearly take their business seriously if they are a member of an association.

6) Sponsors of your local sporting teams – Have a look at local companies that support the local sport teams, call them recognising their contribution to the community.

7) Ask in cold calls – When cold calling, ask the person on the line(If approapriate based on their attitude) if they know anybody who you could help at this time. Do it like so, “Gary, do you mind if I ask a selfish question.. I know you know alot of people in the industry, surely you have a mate or something that could use help with _____ at this moment?”

8) Google them – Use google maps to locate target business segment in targetted area. I prefer to use Google Maps as opposed to the Google Search, more time efficient.

9) Ask for a referral – Call current customers and just ask for a referral. No harm in that.

10) Go to events – Keep an eye out on local associations, major infrastructure projects events pages, Industry gatherings(keep an eye on your city’s major Exhibition Center), Government department briefs. Go and mingle as best you can.

We as Sales People should never rely on the marketing team to prospect and produce leads.