Follow These Ten Rules of Prospecting to be Successful

Michele Warg
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Acquiring new business is the primary goal of sales prospecting. However, if you find yourself struggling with client communication or time management, the task can be a challenge. Stay on track to boost your sales and your productivity with these 10 rules designed to positively impact your ability to reach those sales goals.

1. Believe in Yourself

Confidence is a crucial element of meeting your sales goals. When sales prospecting, show that you truly do believe you can help your customers. The more you believe in your product or services, the more likely your tone conveys this sentiment to prospective clients.

2. Establish a Process

You can't sell on the fly. In fact, in order to engage in successful sales prospecting, you must first create a process. Sketch out a timeline that includes lead time to acquire a customer and your results. Monitor this process for a few months and make changes based on your success.

3. Diversify Your Lead Source

The phrase "don't put all of your eggs in one basket" holds true when sales prospecting. Avoid relying solely on social media platforms for your leads. Instead, tap into additional lead sources such as online queries, personal meetings with professionals in the industry, and referrals from existing clients.

4. Manage Your Time

Designate specific times of the day to conduct prospecting. Eliminate all distractions for a brief amount of time each day to solely devote your time to making calls and sending emails to potential customers.

5. Finish What You Start

Put forth just as much effort into the entire process versus focusing all of your energy on the initial acquisition. Show your customers that you are in it for the long haul and plan to be with them throughout the duration of their purchase.

6. Follow Up Frequently

Put your client requests and inquiries first when prioritizing tasks. Sales prospecting involves devoting your full attention to customer concerns and questions. Answer those emails promptly, return phone calls the same day, and reach out to clients with concerns via social media platforms right away.

7. Enhance Your Pipeline

Evaluate your prospects quickly and efficiently to avoid having unrealistic expectations that all individuals in your pipeline are potential customers. Assess whether or not a lead is planning to buy right away to maximize your time.

8. Reach Out Personally

Although technology is often more convenient when it comes to reaching out to prospects, use the telephone to personalize the interaction. Potential clients often appreciate the personal touch and are more willing to listen to your sales pitch when you contact them directly versus communicating solely via email or social media.

9. Put Your Needs Aside

Make the sales process about your clients. Remember that the interaction should not only focus on what you sell, but more so on how you can meet the needs of the customer.

10. Branch Out

Your marketing department may provide solid leads to help you reach more clients. However, take the initiative to supplement your list of leads by attending conferences and conventions related to your field. Ask for referrals from current customers, and reach out to individuals online who can benefit from your company's products and services.

Adopt a professional approach when compiling a sales prospecting plan to maximize your results and your success.

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