Back to Prospecting Basics

Despite all the developments in technology over the last decades, the core techniques of prospecting have changed little. The key is to be consistent and focused. Here are five basic strategies to immediately generate new prospects.

1. Contact a specific number of current customers every day and ask for referrals. The number may be 1 or 10, just set a target and stick to it!
2. Contact a specific number of new prospects every day. Make sure you have a plan for each interaction. How will you introduce yourself? What is the goal of your call?
3. Schedule at least one breakfast or lunch (or just coffee!) with a current or prospective customer every week. Your meals and entertainment budget may have been slashed, but casual interaction with your prospects and clients is still critical. Develop a plan to maximize the value of these interactions while staying within your budget.
4. Set a target number of networking events and groups to attend every month. Networking is essential; but remember that not all events are created equal. Figure out what kinds of events make the most sense for you, then set a schedule.
5. Use small "touches" to stay on the top of your customers' and prospects' minds.Quick calls, notes, and even posts on someone's Facebook wall help to keep people thinking about you. Make the time for this activity; it will pay off!

What basic techniques do you use in prospecting?  Share your thoughts in the comments below.

On May 7th, Criteria for Success will host an executive workshop, “I Don’t Want To Be a Salesperson; I Want To Be a CEO.” The event’s panelists will include NY Report publisher and editor-in-chief Robert Levin. Visit http://www.criteriaforsuccess.com/events/ for more information.