Winning and Losing…Prospects
Is that a win or a lose?
Continuing on the prospecting path, do you know what a win or a lost looks like.
Was that even a good prospect?
When you are prospecting you will have some bad ones. After all you go fishing for bass you might end up catching a carp or a catfish. Is that really a bad thing? If you are trying to win a bass tournament then yes it is a bad thing. If you just need some meat in a survival situation then no, meat is meat. What you need to is understand what you are needing for your business. If you are trying to grow and gain mark share you will be more in the meat is meat phase. As you gain traction and your business grows you will start to look for specific customers, meaning you will be in the bass tournament. As you engage with your prospects you have to learn what kind of prospect they are when where they fit in your business plan. That means taking notes and learning from the look at the back. One prospect at a time.
How to find more good prospects.
Once you know what a good prospect looks like you will need to start adjusting your search.
Where are this good prospects hanging out?
How do you get more good prospects to bring their friends?
Do you need to adjust how you are filling your leads funnel?
This is where you take the notes from your reflection on the previous prospects and adjust. As you fill your sales funnel you need to make sure that more good prospects are getting in than bad. If you have hired someone to help you fill your funnel, meet with them. Discuss your findings and what is good and what they need to adjust to bring you more good prospects. This will take time, but work on your business and your prospecting funnel means that you spend less time throwing out bad prospects. Note I did say less time. You will still have bad prospects. That is just a part of prospecting, you can never get rid of all the bad prospects. But you can adjust and get more good prospects.
So Remember:
You have to learn how to determine if a prospect is good or bad.
You will refine what good and bad means as your business grows.
Once you know what a good prospect looks like adjust your funnel.