You know how hard it is to start that daily commitment to exercise. Well, proactive prospecting seems to be as difficult. We know it is something we must do to gain positive results yet most sales people will try to avoid prospecting like the plague.

We need to have a starting point. Begin by blocking out one or two hours per day to prospect. Yes, we have put it off long enough. Start by using your sphere of influence to prospect. Prospecting, like anything will require commitment and discipline. This time is yours and you are important. Once you start you will feel more important and this will be a positive projection of your attitude when you talk with your sphere of influence.

Have a specific message. Everyone needs to hear the latest news of markets conditions in your area. It’s likely that they have some misinformation and you can become the expert to help them get a more accurate picture.

Make as many contacts as possible. Before prospecting, you should always take the time to properly define your target market, and try to reach as many of those people as possible.

Before you start prospecting, gather a list of names so you don’t spend valuable time you are using for prospecting. Get an idea of how many customers you plan to call in your allotted hour or two and have at least a one month supply of names.

Work without interruption. Do not take calls or schedule meetings during your scheduled prospecting time. Take full advantage of the prospecting learning curveas with any repetitive task, the more often you repeat it during a contiguous block of time, the better you become. Prospecting is no exception to the rule. Your second call will be better than your first, your third better than the second, and so on.

Experience and surveys have shown that the best times to contact customers is 8 AM to 9 AM, between Noon and 1 PM and 5 PM to 6:30 PM. If you are missing a customer between certain hours, then it’s best to make note of that and call them at a different time. Chances are if you continue to call at the same time and the customer is not available, they will continue to be unavailable during that time block.

Be persistent. Be motivated. Be disciplined. These will be some of your best merits. Most quality contacts are made after the fifth call. Don’t stop or give up. Keep pursuing your dreams. Hard work and dedication will always lead to success.

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