Salespeople waste too much time searching for the perfect prospecting process.
There isn’t one.
Call. Email. Connect on LinkedIn. Send a handwritten note. Stop by. Mail something useful. Arrange those steps in almost any order you want.
What matters is that your process has a beginning, a middle, and an end, and that it lasts longer than one unanswered voicemail.
Without a process, prospecting depends on your mood and available time. You make a call, leave a message, get busy with something else, and never follow up. Then you decide the prospect wasn’t interested.
How would you know?
With a process, you already know what comes next. Call on Monday. Send a value-driven email on Thursday. Comment on something they posted. Mail a relevant customer success story. Call again.
Each step adds value while quietly communicating, “Here I am again.”
Your process doesn’t need to be complicated. It needs to be written down, tracked, and followed. Record every contact. Schedule the next step before completing the current one. Eventually, either move the opportunity forward, recycle it for later, or close the file.
Stop making random sales calls.
Build a process and work it. The magic isn’t in the individual steps.
It’s in applying them consistently.
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
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