Strategies for Finding More Business Than Ever. Tom Hopkins

       Prospecting Like A Pro

      You’re sitting there at your desk or with your computer wondering where your next client is coming from. You’ve either tapped out your existing clients for leads or haven't contacted them in awhile and don’t want to appear greedy— like the only reason you’re calling is to ask for business. You’re afraid if you draw attention to yourself (and your so-so service) by calling them, you’ll move to the top of their list of services to cut if they need to tighten their budgets.

       What do you do now to generate new business?

      You use the effective strategies here for finding new business, meeting new people, and getting referrals.

      Selling is the highest paid hard work–(and the lowest paid easy work)–you will ever find. The choice between the two levels of income is yours, all yours. No one limits your income but you. Your own skills, knowledge and drive can and will make you great, and the qualities and characteristics that will bring you great success can be expanded and intensified if you’re willing to invest time and effort in yourself.

      The first step of the selling cycle, prospecting, is typically the one most hated by average salespeople. But, if you never learn how to take that first step, you won’t get the opportunity to enjoy the benefits of any of the others.

      When you stand in line at the coffee shop in the morning looking only at your cell phone, you are missing opportunities to meet the folks around you who might very well be standing there wondering how they’re going to solve this or that problem that your product is ideal for.

      Silently watching the elevator buttons light up prevents you from giving a great elevator speech and exchanging cards with everyone else on board.

      Sitting at your desk wondering where to find new business when it’s all around you is just plain silly.

      At least I think it’s silly. I know how to prospect. If you don’t know the simple strategies that can open doors of opportunity for you, you’ll spend years wondering why your sales career didn’t take off like that of your colleagues.

      Let’s get to work so you can get busy closing new business!

       Getting the Referred Lead

      Of these groups, which is the easiest to close?

      a) the people who just walked in off the street,

      b) the ones who called in from an ad,

      c) the leads on little slips of paper your company hands you, with the note: “Go get ‘em, Tiger,”

      d) people referred to you by someone who knows them and is happy with your product?

      The answer, of course, is (d). The referred lead is by far the easiest to close. Where you can expect to close only one out of ten ordinary leads, it’s not un-reasonable to expect to close four, five or even six out of the referred pros pects. Champions do it all the time.

      Now I’m sure you know how important it is to get referrals from your satisfied clients. And I’m sure that right after you’ve closed each sale you ask them, “Do you know someone who might be interested in…?” (what they just bought)

      You’ve done that, I’m sure. But how many of them have said yes?

      Not too many, right? Most probably said, “Gee, I can’t think of anyone right now. ”

      And they’re telling you the absolute truth. But birds of a feather do fly together, and your clients fly with people who wear the same feathers they do. That is, most of their friends have interests, incomes and tastes similar to theirs, which is why they’re friends. But they just can’t think of anyone right now because you’ve given them the whole world to look at.

      Nevertheless, referrals are the backbone of the prospecting system, and I’m going to show you exactly how that system works. When you master this technique, you’re going to walk out with qualified, referred leads after every sale.

      All you need is a few 3x5-inch index cards. Then, with all of your new, happy clients, you’ll take these steps:

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