Why Are You Afraid of Prospecting

Prospecting strikes fear in the hearts of many brave people. They don’t understand that in fact, fear is the cousin of rationalization.

We’re afraid of prospecting, so we rationalize that it does not work. As a result, you may be accepting less than you deserve in your business and life.

If you embrace the “prospecting does not work” mindset, ask yourself these two simple questions.

1. Do you truly believe that you are not able to turn a stranger into a friend?

2. Does it seem impossible to help your new friend achieve more from their life and business over a long period of time?

The reality is, you don’t play the prospecting game because you are afraid of having your friendship effort rejected.

You don’t find fulfillment in life because you are not able to effectively share the value you’ve created in your business with other people; people you know you could help.

In fact, you misinterpreted the real reason to prospect; to add value to the life of other people with an idea you created.

Here’s the secret that makes prospecting much easier.

Develop a system and process that establishes prospecting consistency.

Many clients I’ve worked with use a permission based case study or article sharing approach.

They respectfully ask for permission to share a professionally developed document that establishes the value they’ve created for other people.

They do this by first asking if the value contained in this document is interesting to the receiver.

If it is, they send it. Then they follow up to see if a meeting is warranted.

If the person receiving the requested document didn’t have time to read it, they either:

a. Don’t really understand the value offered by your company.

b. Simply have no interest, but were too nice to say NO to the caller.

In running a permission campaign, as described above, with my new Sales Creator, John Smrek, we found:

• 8% of the people we contacted wanted to find out more. They accepted the information and requested a call back.
   
• 33% of those people warranted a personal meeting. They were interested in seeing if a friendship could develop.
   

• 1 in 3 of the people we met with actually became new friends and are benefiting from the value created especially for them.

A system and process, with realistic, action oriented focus is all it takes to relieve the fear of prospecting.

Now you know why you are afraid. You also have a plan to alleviate that fear and turn it into more top line revenue.

The question becomes, what will you do with this information today?

As a subscriber to this list, you have a distinct advantage over everyone else in business. Take advantage of it now.

What’s coming up next?

4-Things Your Web Site Could Do for Your Business

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