I talk to salespeople daily, and one thing they all eventually tell me is - 'I need more pipeline.' In other words, 'I need to prospect more.'
The concept of prospecting seems simple- find more people to talk to that have problems you can help with. Why then is it so hard? Not only to commit to doing it, but then once you have committed to doing it- actually getting people's attention is not easy.
Especially if we talk first about what we care about.
The hidden reason why prospecting is so hard is the fear of rejection and need for approval. Even though we know we shouldn't, we take it personally- it is how we are wired. No one likes to be told no, and most people don't like to give bad news.
On the weekly #livesaleslab, we often share and practice prospecting ideas. Recently we talked about how to use inbound to go outbound.
First we had to define what we mean when we are talking inbound and outbound.
I related it to dating.