Over the past 20+ years that I’ve worked with business owners, entrepreneurs and sales professionals, I’ve witnessed far too many of them agonizing over the fact that that they do not know where they will find their next sales opportunities.

I’ve also witnessed far too many business owners, entrepreneurs and sales professionals caught up in an endless boom and bust cycle… A new customer comes in the door. Whoopee! You get really, really busy, “can’t even stop to think busy,” until the work for that new customer is complete… then… nothing. And the worry begins again.

At this point, some enterprising souls do a prospecting blitz. They frantically begin the prospecting activity of choice until they find that new customer who says, “Yes.” Then everything stops again. Once that new customer work is complete… well, you know…

It doesn’t have to be this way. There is a solution.

Prospecting is having a consistent, replicable system that continually fills the sales funnel with likely, qualified opportunities. The relevant words in the previous sentence are, “consistent” and “replicable.” If you have a consistent and replicable system you will be able to continually fill your sales funnel.

The key point is that if you don’t want to have to tear out your hair and/or worry about where that next sale is coming from then prospecting consistently over time is the way to go.

There are many ways to prospect and fill the sales funnel. If you’ve been reading this newsletter for a while, you know I’m a big proponent of telephone prospecting. There’s also referral selling, mining existing customer relationships, using social media and of course marketing to drive new leads. Pick the ones that you like and that work for you and do them consistently, every day and watch your sales grow.

Because there are so many ways to prospect and fill the sales funnel, we’ve put together the Prospecting for Profit Summit, a week-long virtual event for small business owners, entrepreneurs, and sales professionals, where five amazing marketing and sales experts…. including Tom Hopkins(!), will share proven strategies to help you reach more of the customers you want and make money. Grab your complimentary seat here!

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