A fertile prospecting field

Just as a bee has to touch thousands of flowers to make an ounce of honey, business development execs have to touch thousands of prospects to find those who will blossom into a customer.

Bees buzz around fields flush with flowers because they know – especially in spring – that there’s enough pollen to fill their honeycomb. They need to visit about 1500 flowers within a 12-square mile area to gather a load – 10 mg – of pollen.

As you prospect for new business, what does your field look like?

  1. Is it full of the right kind of businesses?
  2. Do you know who the contact is at each company?
  3. Do you know the best way to reach that person?

Is your field large enough?

  1. How big is your database? Is it organized in one central location?
  2. Do you know how many you have to touch (email, call – leave a voice mail or message, send direct mail, etc.) to engage someone in a serious conversation?
  3. Do you know how many serious conversations you have to have to make a sale?

Is your field fertile?

  1. Do your contacts have the potential to do business with you?
  2. Are contacts interested in doing business with you?
  3. Are contacts engaging in conversation with you?

If your field isn’t large enough or fertile enough, it won’t produce enough of that sweet stuff – customers.

If you’ve answered yes to all of the above questions, read the next blog!

If you’ve answered no to all of the above questions, the next question is: how do I find a large, fertile field? OR, How do I fill my database?

There are a myriad of answers to that question, one of which is Rally Prospecting, of course! We have a particular process that’s not for everyone, so we work carefully with prospects to make sure our techniques and philosophies about prospecting are aligned. Our technique is wide-angle, and our philosophy is to move the prospect to a phone call (remember those?) as soon as possible.

You may need a tighter focus, with an on-line purchase only. We can’t help you there.

So, when you’re looking for a data source, be sure to research all of your options carefully, and ask questions about technique and philosophy.

When your field is planted, get ready to go to work!


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