Proactive prospecting can be much like physically exercising regularly. It’s something that you know is good for you and will produce predictable positive results, yet is something that most sales people always seem to avoid!

We need to have a starting point. Begin by blocking out one or two hours per day to prospect. Yes, we have put it off long enough. Start by using your sphere of influence to prospect. Prospecting, like anything will require commitment and discipline. This time is yours and you are important. Once you start you will feel more important and this will be a positive projection of your attitude when you talk with your sphere of influence.

Have a specific message. Everyone needs to hear the latest news of markets conditions in your area. It’s likely that they have some misinformation and you can become the expert to help them get a more accurate picture.

Make as many contacts as possible. Before prospecting, you should always take the time to properly define your target market, and try to reach as many of those people as possible.

Be prepared with a list of names from your personal Sphere of Influence before you call. Not being prepared with a list of names will force you to devote much, if not all of your prospecting hour, to finding the names you need. Have at least a one month supply of names on hand at all times.

Work in a private and quiet area so there are no disruptions. Do not answer calls from other clients or colleagues. Believe me, they will wait an hour or two for you to call them back. Remember, this is your time and will put you on the path to success. Get in the habit of doing this daily or at least every other day. As time progresses and with each call, your expertise will increase. The more we practice anything, the better we become.

Consider prospecting during off peak hours when conventional prospecting times don’t work. Some of your best work will be done between 8:00 AM and 9:00 AM, between 12:00 PM and 1:00 PM, and between 5:00 PM and 6:30 PM. Vary your call times. We are all creatures of habit. So are your prospects. In all likelihood, they are attending the same meeting each Monday at 10:00 AM (or whatever time you can’t seem to connect with them). If you cannot get through at this time, call this particular person in your sphere of influence at other times during the day or on other days.

Be persistent. Be motivated. Be disciplined. These will be some of your best merits. Most quality contacts are made after the fifth call. Don’t stop or give up. Keep pursuing your dreams. Hard work and dedication will always lead to success.

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