Prospecting 101

Just in time for the end of the spring season

Call it a hunch (or anecdotal evidence), but there’s a surprisingly large amount of Online Sales Professionals who don’t prospect and a lot of the reason is they were either never taught or it wasn’t the priority their sales leaders thought it to be.

There’s also a level of “not remembering” - which is real in some cases, but I believe it’s really a matter of not feeling confident in the process.

Marketing teams often take on this responsibility. While this is a great thing, it’s not exactly the same. In our guide on mass mail we discussed how the style of email is divvyed up between sales and marketing. Prospecting is a step past this because who’s going to answer when you ask for a response? The OSC.

I’ve come across a lot of reasons OSC teams aren’t prospecting, sometimes it’s the CRM not having the option (or permission) for them to utilize email, other times it’s a misunderstanding of where to go and find business for their builder.

Prospecting is imperative if you are going to work towards removing the seasonality of sales. While there’s some factors we just can’t control (interest rates, Presidential election years) - what we can do as OSCs is work to keep the opportunity pipeline for our sales teams full with varying levels of potential customers.

For Subscribers: Prospecting 101. We’ll walk through the thought process behind the steps and how to execute on a fantastic prospecting program that will keep your database clean.