Let’s talk for a moment about how to prospect when you don’t have good leads? I wrote the books, A Mind for Sales and High Profit Prospecting that both talk about this. One of the big challenges is that ultimately, your leads are dependent upon your mind for sales. Let me walk you through 10 things that you can do whenever you feel that you don’t have good leads.
Video: How to Prospect When You Don’t Have Good Leads –
1. Don’t Think Quantity
Often, people think they don’t have good leads, because they don’t have quantity; they don’t feel like they have enough leads. It doesn’t matter what goes into the top of the pipeline, only what comes out the bottom. You want to ask yourself if you have the right leads. Quantity does not mean quality – they are different.
2. Know Who Your Best Customers Are
Don’t overlook your current customers. I see too many salespeople