Why Does Prospecting Even Matter?
Prospecting is a critical activity required for any business to grow. In conjunction with marketing, it is the first step in the revenue generation cycle for any business.
The problem, people hate doing it. Why? They don’t know how to do it well. Nor, do they do it with enough consistency to generate meaningful returns. So, they think it doesn’t work.
This couldn’t be further from the truth.
Prospecting is a lot like farming. Farmers don’t plant seeds today thinking there will be crop to harvest tomorrow. They know better. They plant seeds today, knowing they’ll have crop to harvest 6 months from now. Prospecting works the same way.
Furthermore, farmers are very intentional about what they plant, how they plant it, and how they care for it during the gestation period. They don’t plant tomatoes hoping they’ll get cucumbers.
Why? Because they know a tomato seed yields a tomato (product) and not a cucumber.
Prospecting needs to be looked at through the same lens. Plant enough of the same seeds and nurture them appropriately to generate enough yield capable of feeding families.
A farmer doesn’t plant one row of seeds and think that’s enough to produce the yield they want. They plant ROWS. Similarly, they are deliberate about what product they want to sell and manage the process accordingly.
Replace selling tomatoes (product) with any other product to get similar results.
Here is a guide on, Prospecting Fundamentals, to help you master the art and science of prospecting to achieve a full and rich pipeline capable of feeding families.
In it you’ll learn about 3 things to help you master the art and science of prospecting.
-
- The principles of prospecting
- How to prospect
- Prospecting Tools
Join THE RULING CLASS and become Sales Nobility by mastering prospecting fundamentals.