Whether you’re relatively new to sales or a battle-scarred, proven old pro, prospecting is a tough chore we must accomplish unless we want to find ourselves out of business.
There are a great many ways to prospect, from cold calling to cold walking to networking to purchasing ads to social media to asking for referrals from clients and friends. Depending upon your industry and personality, some methods work better than others.
In the end, the object of this endeavor is to get in front of decision-makers who are great prospects for you—that is, decision-makers who need and can afford your product or service.
Like a great many sellers, I was taught that after the sale, I should ask clients for referrals to others who might be able to use my product or service. And like a great many other sellers, I discovered that asking for referrals in that manner simply didn’t produce much of value. Sure, I might get some names and phone numbers, but most of the time they were either poor prospects or no prospects at all.