If we want to be successful with our prospecting, we have to keep it simple. Prospecting is merely getting a contact established and creating engagement.
Unless what you sell is low cost and has a high frequency of purchase, then any prospect you initially engage is going to require a second step.
Your goal is to merely be successful in getting a first date. Too many times I see salespeople going ape over what they see as poor results, because they’re not getting that first date and turning enough prospects into customers. Yes, that’s important, but it’s time to cool your jets and realize things take time, just like they did when you were in high school and prom seemed like it would never arrive.
It’s all about one step a time.
I’m not advocating putting in more steps than necessary. Leave that for your middle school square dance. Requiring two or three steps
