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Never stop prospecting

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Over the past 20+ years that I’ve worked with business owners, entrepreneurs and sales professionals, I’ve witnessed far too many of them agonize over the fact that they do not know where they will find their next sales opportunities.

I’ve also witnessed far too many business owners, entrepreneurs and sales professionals caught up in an endless boom-and-bust cycle. A new customer comes in the door. Whoopee! You get really, really busy—can’t-even-stop-to-think busy—until the work for that new customer is completed. And then… nothing. And the worry begins again.

At this point, some enterprising souls launch a prospecting blitz. They frantically begin their prospecting activity of choice, until they find that new customer who says yes. Then everything of a prospecting nature stops again. Once that new customer work is complete, the cycle begins again. It doesn’t have to be this way. There is a solution.

Prospecting means having a consistent, replicable system that continually fills your sales funnel with likely, qualified opportunities. (The relevant words are “consistent” and “replicable.”) If you have a consistent and replicable system, I guarantee you will be able to continually fill your sales funnel.

If you don’t want to have to tear out your hair worrying about where your next sale is coming from, then consistent prospecting is the way to go.

There are many ways to prospect and fill your sales funnel. I am a big proponent of telephone prospecting. There’s also referral selling, mining existing customer relationships, using social media and of course marketing to drive new leads. Pick the ones that work for you and do them consistently and watch your sales grow.

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Wendy Weiss, aka The Queen of Cold Calling, is president of She is also the author of Cold Calling for Women and The Sales Winner’s Handbook.