Last week, I was speaking to a group of financial professionals. Also on the program was Nick Murray – financial services industry legend, author, and engaging speaker. I appreciated Nick’s passion for his message and exceptionally dry sense of humor.
At one point in his talk, Nick started to have some teasing fun about all the fear people seem to have f prospecting for new business.
Then he made a statement that pretty much sums up my philosophy about prospecting. A perspective, that if everyone would adopt – not only would they not be afraid of prospecting, the whole concept of prospecting and selling would be elevated to a more professional level. I’m paraphrasing, but essentially Nick’s said… “Prospecting is simply offering people something of value that will cost them nothing.”
When you see “prospecting” in this light, what’s there to fear? When you reach out to people via the phone, email, or LinkedIn – offering to send to them a short report, or quick assessment, a strategy session, or a complimentary evaluation – you’re leading with value. And the more you believe in your value, the more compelling your offer becomes.
Prospecting from Referrals
When you’re reaching out to prospects who have come to you through referrals or, better yet, introductions, that compelling offer is even more powerful. Why? Because you’ve learned about this prospect from your referral source and are then crafting your approach based on what you just learned.
An Educated Decision