The ONE trick that can make you better at prospecting

Your chance to ask our experts your burning promo sales questions. Whether you're a sales professional striving to elevate your book of business or an owner looking to attract top talent, we have the answers!

Hello Alina! 

Any suggestions on how to get better at prospecting? I’ve been in promo sales for a few years now and I still haven’t nailed down a good strategy for prospecting. Any and all advice would be appreciated. Thanks! 

Hi there!  

Are you ready for this… 

I’m about to blow your mind… 

To get better at prospecting you should... START TO PROSPECT A LOT! Haha. In all seriousness, when I hear that question and ask people how much they actually prospect, they are usually surprised by their own answers. If you’re trying to grow your book of business, you need to go beyond what most people are doing. I recommend making prospecting your top priority and scheduling your day around it. In our program, we recommend setting aside two hours of your day solely focusing on prospecting.   

If dedicating two full hours back to back doesn’t work for you, try splitting it up into blocks. The first hour should be in the morning sometime around 8-8:30 a.m. This is when most people are at their desks, getting ready for the day ahead of them. The second hour should be in the afternoon or closer to the end of the day between 3:30-4 p.m., when most people are at their desks getting ready to head out.   

You may find that certain clients aren’t as responsive to you in the morning and the afternoon works better for them and vice versa. If prospecting still seems like a daunting task, don’t stress! Figure out how to make prospecting FUN! Turn on a pump-up song before you start your prospecting block and dance around to get your energy up. Set a fun goal for yourself so that if you get a certain amount of meetings during your day, you can buy yourself something special. Plus, when you get your potential clients on the phone, they can tell what state you’re in by your voice. 😊   

Remember, just like with any skill, prospecting is one that can only get better with practice.  

Good luck and let me know how it goes!  

Want more sales tips and tricks? Send us your questions at TheFolio@facilisgroup.com.