If you invest just an hour a day to make 25 to 50 teleprospecting calls and another hour for e-mail and social prospecting, I can absolutely and unequivocally guarantee that in less than 60 days, your pipeline will be packed.
The brutal fact is the number one reason for failure in sales is an empty pipe, and, the root cause of an empty pipeline is the failure to prospect.
Interrupting your prospect's day is a fundamental building block of robust sales pipelines. No matter your prospecting approach, if you don't interrupt relentlessly, your pipeline will be anemic.
The lesson the Law of Replacement teaches is that you must constantly be pushing new opportunities into your pipeline so that you're replacing the opportunities that will naturally fall out. And, you must do so at a rate that matches or exceeds your closing ratio. This is where a fanatical prospecting mindset really begins to pay off.
Superstars are relentless, unstoppable prospectors. They are obsessive about keeping their pipeline full of qualified prospects. They prospect anywhere and anytime—constantly turning over rocks looking for their next opportunity. They prospect day and night—unstoppable and always on.
The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day.
Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy.
If you are selling a complex, high-risk, high-cost product or service, your primary objective will most often be an appointment with a qualified decision maker, influencer, or other stakeholder who can help you move the deal forward. Your secondary objective will be to gather information. Your tertiary objective will be to build familiarity.
Desperation magnifies and accelerates failure and virtually guarantees that he won't close the deals he must have to survive.
Blocking out the first one to two hours of each day for a focused telephone prospecting block is the mark of fanatical prospectors.