Tweet

Prospecting - Time really is money©

Written by: Bill Truax

Article Overview: The time we spend in effective Prospecting pays rich rewards. It is the time we don't spend in Prospecting that can end our careers. Here is a quick set of reasons why we all need to Prospect regularly.

Prospecting - Time really is money©

Prospecting - Time really is money©

I am not the world’s most organized salesman. In fact, I may be the least well organized sales person you will ever know.

However, I do know one very important organizational fact regarding success in sales. If you don’t set aside time for Prospecting on a regular basis, that is daily or weekly, you will pay a price.

I recently wrote about the hills and valleys of sales. These are the times when you are really flying high and then the times when you are down in the valleys trying to climb up and see some day light.

The reason we get into those valleys is because we let “things” prevent us from doing what we need to do to stay on the hilltops. In my case, that is virtually always Prospecting.

I let myself get involved in other work and don’t Prospect. And this other work is legitimate – really. I am working with someone else, working on a presentation, making speeches, or some other very important and worthwhile activity.

That doesn’t prevent the problem of a valley in my future however.

So what should we do? We must make a sacred time each week that is just for Prospecting. Nothing short of death gets in the way.

Our BLITZ CALL® Prospecting System is designed specifically for regular periodic Prospecting, use it or any other system with which you are comfortable. Not a “big deal” Prospecting event, but just a regular activity to keep your pipeline of Prospects full. If you try to make Prospecting an “event” then it will get too complicated and you won’t do it.

Once your Prospecting system is set up and running you will be able to Prospect without needing to do anything to prepare. Just do it. Nothing will get in the way.

That way you can spend your other time doing all the other things that must get done, while not avoiding the essential – Prospecting.

We have heard it all our business lives, but it is still true, time really is money.

Sell Well and Often.

Bill Truax

© Copyright 2007 WJ Truax
Bill Truax is a Sales Development Consultant based in Cleveland, OH. He has 3 books, 2 CDs, seminars, and workshops on prospecting, he also trains managers and makes calls in the field with sales professionals visit www.BlitzCall.com for product and contact information.

Related Articles
  Get In a Rut
  Sales Prospecting Techniques
  Prospecting's 8 Simple Steps©
  Prospecting it is simple only DOING counts
  Sales Prospecting for Sales Results

Article Tags:



Related Forum Posts
Prime Means of Selling - Prospecting and Selling aren't the same. Prospecting is finding the few within a target group who are prime candidates for your service. I don't think everyone will agree on what "prime" means but I'd say if the prospects actively want what you're offering and have the ability to pay for what you're offering then they qualify as "prime".
Re: UPDATES: New Campaign! New Layout! New Ideas! - We've also expanded the list for Contest and All-Time Leaders. It's great to now see David and Yinka on the All Time list and recognize the contributions they've made to the forums!
No B.S. Time Management - A great book I read on Time Management is No B.S. Time Management for Entrepreneurs by Dan Kennedy.
Tough decision.... - If the site is making you money.... why not keep it, but hire a freelance author from somewhere such as Elance to do the writing for you? Time to delegate and expand!
Book: Soloing: Realizing Your Life's Ambition - Book: Soloing: Realizing Your Life's Ambition Harriet Rubin 1999 Soloing has two meanings: "going it alone" and "being complete in yourself." But you don't just leave - a company/a career/a paycheck - and cross over to a more satisfying life. There's more to it. 1. The first freedom is regaining your sense of identity 2. The second freedom in independence - having complete command and control over your time and the work you do. 3. The third freedom is income - Solo money is alive. You work harder, but you enjoy it more 4. The fourth freedom is illumination - a professional builds a career, a soloist builds a portfolio and a life free of boredom TOC Definition 1. Your work was your life. Now let your life be your work 2. Making the break that makes you whole 3. What to do with the best of your life: a test 4. Out of the chorus line and into the spotlight 5. Brand-new you Sculpture 1. Bend the world to fit the palm of your hand 2. Doing work that matters 3. Sell your soul to the Buddha you meet on the road Night Time 1. Rejection? 2. So alone 3. F Dover Daybreak When Thoreau left the lights on at Walden Pond Harvest 1. Great work finds you 2. Serving the Higher Voice 3. Thoreau.com Harness 1. Time is your only real asset 2. Love like you've never been hurt, dance like nobody's watching, and work like you don't need the money 3. Security measures 4. How not to work for your Uncle [Sam] Surprise and delight 1. What I learned without Adult supervision Resources and more


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

You Have A Website What Now

Creating a Better Place to Work

Fighting the Saw-Tooth Affect

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.