Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. That will make the biggest difference. Too many people think the solution to their prospecting problems lies in having some massive new tool or a radical overhaul in what they do. Before you start entertaining either of these things, take some time to answer and work through these 8 questions. (If you need some help or want assistance, give me a call. Let’s talk!)
1. What about my prospecting process is compelling to the customer? This is not a trick question! If your prospecting communication is not compelling, why should the prospect engage with you? You have to ask questions that are important to your customer. Don’t ask
