The Best Way to Prospect

June 28, 2016

So I have the pleasure of writing for the Succession Initiative for LifeHealthPro and they come to me with questions from their readers and I get to respond to them!  Here is the latest one:

The Challenge…

Meeting The Challenge…

Hi Terry,

First off, I basically equate that to a mother not teaching her son how to cook and do laundry because she knows he’ll find a wife to do it for him! Learning how to prospect is a life skill in sales. You have to get it down pat in order to be successful in this career. Being handed leads are the reward after you have proven yourself, you know?

OK … now to get off of my soapbox and offer a solution.

Network.

Network with everyone and anyone if you are starting out. Book lunches, coffees and drinks with other salespeople and business professionals in different fields. Get your elevator pitch down and be specific about who you want to be introduced to that are good lead sources for you (CPAs, attorneys, etc.) Be specific about your ideal client, too; if you say “business owners,” they are going to hear Charlie Brown’s parents talking and you’ll go nowhere.  Click here to read more!

 

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Susan L. Combs

Susan L. Combs, founder and CEO of Combs & Company, is a visionary leader transforming the insurance industry with innovation, integrity, and a commitment to educating and empowering every client.

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