Ever notice how difficult it is to start a project? Then once you start it, it easily becomes a creature of habit. Take for example an exercise program. We keep putting it off but once we start, we ask ourselves, “why didn’t do this earlier?” We seem to have the same mindset with proactive prospecting. We continue to find excuses not to prospect even though we know how productive and the positive results that will come from it. So why is it that we will make every excuse in the world not to do it?

The key word is commitment. Commit to setting an appointment with yourself for one or two hours each day. Start with utilizing your resources such as your sphere of influence. It is easy to say to ourselves, “Well, I have a lot to do today so I’ll start prospecting tomorrow or next week”. Prospecting not only requires commitment but discipline as well. You are important so make that daily appointment with yourself just as you would will any potentially important customer or client.

Know ahead of time exactly what you are going to say or discuss when you call someone. It is good to have a specific message. Most people are very interested in market conditions for example. Maybe they have misunderstood something in the news or need further explaining. This is where you can become the “expert”, and provide them with a more accurate image of the situation.

Make as many contacts as possible. Before prospecting, you should always take the time to properly define your target market, and try to reach as many of those people as possible.

Be prepared with a list of names from your personal Sphere of Influence before you call. Not being prepared with a list of names will force you to devote much, if not all of your prospecting hour, to finding the names you need. Have at least a one month supply of names on hand at all times.

Work without interruption. Do not take calls or schedule meetings during your scheduled prospecting time. Take full advantage of the prospecting learning curveas with any repetitive task, the more often you repeat it during a contiguous block of time, the better you become. Prospecting is no exception to the rule. Your second call will be better than your first, your third better than the second, and so on.

Consider prospecting during off peak hours when conventional prospecting times don’t work. Some of your best work will be done between 8:00 AM and 9:00 AM, between 12:00 PM and 1:00 PM, and between 5:00 PM and 6:30 PM. Vary your call times. We are all creatures of habit. So are your prospects. In all likelihood, they are attending the same meeting each Monday at 10:00 AM (or whatever time you can’t seem to connect with them). If you cannot get through at this time, call this particular person in your sphere of influence at other times during the day or on other days.

Did you know that most success is made after the fifth call? Most sales people give up after the first call. Persistence is your best virtue.

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