First off, I basically equate that to a mother not teaching her son how to cook and do laundry because she knows he’ll find a wife to do it for him! Learning how to prospect is a life skill in sales. You have to get it down pat in order to be successful in this career. Being handed leads are the reward after you have proven yourself, you know?
OK … now to get off of my soapbox and offer a solution.
Network with everyone and anyone if you are starting out. Book lunches, coffees and drinks with other salespeople and business professionals in different fields. Get your elevator pitch down and be specific about who you want to be introduced to that are good lead sources for you (CPAs, attorneys, etc.) Be specific about your ideal client, too; if you say “business owners,” they are going to hear Charlie Brown’s parents talking and you’ll go nowhere.
Call on your clients.
I know that some people have tremendous results asking clients for referrals to prospects, but that makes me feel sleazy. Instead, I ask for the lead sources, because, hey, I’d rather meet one person who can refer me to 10 potential clients each year than get one referral to one half-baked prospect.