{"id":137204,"date":"2024-12-05T17:20:51","date_gmt":"2024-12-05T21:20:51","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=137204"},"modified":"2024-12-06T17:52:27","modified_gmt":"2024-12-06T21:52:27","slug":"sales-prospecting-strategies","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/sales-prospecting-strategies\/","title":{"rendered":"3 Sales Prospecting Strategies From Jeb Blount: Fill Your Pipeline"},"content":{"rendered":"\n

What’s holding you back<\/a> from making those crucial prospecting calls? How can you transform your hesitation into successful customer connections?<\/p>\n\n\n\n

In Fanatical Prospecting<\/em>, Jeb Blount reveals proven sales prospecting strategies<\/a> that help salespeople overcome their fears and maximize their success. From managing time effectively<\/a> to building strong customer relationships, these techniques can revolutionize your approach to finding new clients.<\/p>\n\n\n\n

Keep reading to discover prospecting strategies that will boost your confidence and fill your pipeline with potential customers.<\/p>\n\n\n\n\n\n\n\n

Sales Prospecting Strategies<\/h2>\n\n\n\n

We\u2019ll explore some of Blount\u2019s more general sales prospecting strategies. In particular, we\u2019ll see how to overcome your hesitations about prospecting, maximize your time<\/a> when prospecting, and build name recognition with your prospects.<\/p>\n\n\n\n

Prospecting Strategy #1: Overcome Your Hesitations<\/h3>\n\n\n\n

Although prospecting is essential for succeeding in sales, many salespeople struggle to even pick up the phone to make a prospecting call. Blount contends that these salespeople suffer from <\/strong>over-analyzing <\/em><\/strong>each prospect<\/strong>, causing them to delay action and prospect inefficiently. <\/p>\n\n\n\n

According to Blount, many salespeople believe that their prospecting strategies must be foolproof before they pick up the phone. In turn, these salespeople assess their prospects constantly to come up with a game plan\u2014they review prospects\u2019 LinkedIn accounts, their age, their geographic location, and so on. Further, they try to develop a perfect game plan for prospecting calls that anticipates every \u201cWhat if?\u201d that a prospect might ask. <\/p>\n\n\n\n

(Shortform note: For salespeople whose perfectionism holds them back when prospecting, sales experts offer several tips for mitigating that perfectionism<\/a>. For example, they recommend adopting a forgiving attitude toward yourself when you make sales<\/a> mistakes, and limiting your perfectionism to high-stakes circumstances, such as making sure you spell and pronounce a prospect\u2019s name correctly.)<\/p>\n\n\n\n

But perfectionism leads salespeople to either perpetually delay their prospecting calls or make calls at an inefficient clip. After all, it takes a significant time investment to analyze each prospect and develop a plan for the prospecting call\u2014time that could instead be spent calling additional prospects. The upshot, Blount maintains, is that these salespeople fail to fill their pipelines of potential customers, harming their own bottom line.<\/p>\n\n\n\n

(Shortform note: While over-analysis can lead to inefficient prospecting, salespeople warn that many other prospecting mistakes can lead to inefficiency<\/a>. For instance, many salespeople spend far too much time trying to close prospects who aren\u2019t yet ready to buy, wasting valuable time that could be spent on other prospects. Moreover, other salespeople try to respond to every objection leveled by their prospects, causing them to lose time.)<\/p>\n\n\n\n

To overcome these hesitations, Blount recommends a simple course of action: Force yourself to make prospecting calls without preparing ahead of time<\/strong>. While this strategy will doubtless be uncomfortable<\/a> at first, Blount suggests that it\u2019s the best route for becoming comfortable with the uncertainty of prospecting. <\/p>\n\n\n\n

(Shortform note: Contrary to Blount\u2019s recommendations to simply force yourself to make prospecting calls that you\u2019re not comfortable with, other experts recommend exposure therapy <\/em>to approach activities that you fear. When practicing exposure therapy, you\u2019re gradually exposed to incrementally larger doses of your fear<\/a>. In the case of prospecting, that might mean starting with close friends or family members who are willing to role play as prospects, then making calls to warm leads before actually making cold prospecting calls.)<\/p>\n\n\n\n

Prospecting Strategy #2: Maximize Your Time<\/h3>\n\n\n\n

Once you\u2019ve gotten past your fears about prospecting, Blount says the next step is to maximize your time. Specifically, he recommends that you block off windows of time during your prospecting <\/strong>golden hours <\/em><\/strong>to reach your goal number of calls<\/strong>. <\/p>\n\n\n\n

First, Blount explains that according to Parkinson\u2019s Law<\/a>, our work often fills whatever time we allocate to it. For example, if you gave yourself one hour to send 10 emails, it\u2019s likely that the 10 emails would take up nearly all of the hour. But he points out that the inverse is also true: If we allocate less <\/em>time to a work project, we\u2019ll likely be able to finish it in that shorter window. For instance, if you only gave yourself 20 minutes to send 10 emails, you\u2019d probably force yourself to finish them in those 20 minutes. <\/p>\n\n\n\n

For this reason, Blount recommends that you allocate a relatively short window of time each day\u2014perhaps an hour or two\u2014to make your prospecting calls. In so doing, you\u2019ll find yourself far more efficient at making (say) 60 calls per day, because the shorter timeframe will compel you to call efficiently. <\/p>\n\n\n\n

(Shortform note: Experts recommend additional ways that you can use Parkinson\u2019s Law<\/a> to increase your productivity. For instance, you can break larger projects into smaller individual tasks, and then use Parkinson\u2019s Law to efficiently knock out every individual task. Additionally, they point out that Parkinson’s Law is less effective whenever your working environment is full of distractions, so fully harnessing Parkinson\u2019s Law requires eliminating distractions<\/a>.)<\/p>\n\n\n\n

As for when <\/em>to schedule this window, Blount advises scheduling it during the golden hours\u2014the hours when customers are most likely to answer your calls, which are typically during the workday but outside of their lunch breaks. Because customers will likely be at home outside of this window, they\u2019ll be less keen on taking business calls, meaning that the golden hours provide the best opportunity for prospecting successfully. <\/p>\n\n\n\n

(Shortform note: Although Blount doesn\u2019t explicitly list the times that quantify \u201cgolden hours,\u201d other sales experts report that these hours are roughly from 10 a.m. to noon and from 4 to 6 <\/a>p.m. According to studies, prospects are more likely to answer the phone and be receptive to salespeople in these windows.)<\/p>\n\n\n\n

Prospecting Strategy #3: Build Name Recognition With Your Prospects<\/h3>\n\n\n\n

Although maximizing<\/a> your time is essential to prospecting success, Blount clarifies that even the most efficient prospectors will struggle if they haven\u2019t first built name recognition with their prospects. After all, potential customers are more likely to respond positively to your prospecting attempts\u2014whether by phone, email, or in person\u2014if they\u2019re aware of you and your company. To that end, Blount recommends several techniques for building this recognition: Prospect relentlessly, leverage referrals from existing customers, and network constantly. <\/strong><\/p>\n\n\n\n

Technique #1: Prospect Relentlessly<\/h4>\n\n\n\n

Blount points out that one straightforward way to build awareness<\/a> with potential customers is to contact them via multiple prospecting channels<\/a><\/strong>. For example, engaging with them on social media, leaving voicemails, and shooting them an email will all increase their awareness of you and your company. Eventually, this increased awareness will pay dividends as it makes prospects more likely to become customers. <\/p>\n\n\n\n

(Shortform note: Although consistent prospecting can help build awareness with customers, other sales experts warn that it can also annoy prospects and make them less likely to respond positively to you<\/a>. For this reason, you should space out your contact attempts rather than spamming prospects several days in a row.)<\/p>\n\n\n\n

Technique #2: Leverage Referrals<\/h4>\n\n\n\n

In addition to reaching out to prospects via multiple channels, Blount also encourages salespeople to lean heavily on referrals from satisfied customers<\/strong>. He explains that, when a satisfied customer who knows some of your prospects gives you a referral, you instantly become more trustworthy in those prospects\u2019 eyes. For example, if you sold a software program to Bob, a manager at a local electronics store, and wanted to sell the same product<\/a> to Bob\u2019s friend, Kim, it\u2019s much more likely that Kim would engage with you if Bob vouched for you and your product. <\/p>\n\n\n\n

(Shortform note: To leverage referrals effectively, other salespeople recommend that you start by asking clients with whom you have the strongest relationships<\/a>. These clients are often those with whom you\u2019ve had the longest relationship and frequently communicate with, rather than those whom you\u2019ve only sold to once in the recent past.)<\/p>\n\n\n\n

Technique #3: Network Constantly<\/h4>\n\n\n\n

Finally, Blount suggests that you attend networking events as frequently as possible<\/strong>, as these allow you to meet prospects in person and gain recognition. To find these networking events\u2014for example, conferences and talks\u2014simply reach out to your local chambers of commerce, which are organizations that bring together business professionals in your community.\u00a0<\/p>\n\n\n\n

(Shortform note: Experts offer several tips for making strong connections<\/a> at networking events. For example, they recommend trying to get to know other people at the event by asking questions that show you\u2019re interested in them as people<\/em>, not just as potential sales. For instance, you might ask what they most enjoy about their job. Additionally, they point out that the best places to network are heavily trafficked areas, such as near the bar or food areas.)<\/p>\n","protected":false},"excerpt":{"rendered":"

What’s holding you back from making those crucial prospecting calls? How can you transform your hesitation into successful customer connections? In Fanatical Prospecting, Jeb Blount reveals proven sales prospecting strategies that help salespeople overcome their fears and maximize their success. From managing time effectively to building strong customer relationships, these techniques can revolutionize your approach to finding new clients. Keep reading to discover prospecting strategies that will boost your confidence and fill your pipeline with potential customers.<\/p>\n","protected":false},"author":9,"featured_media":137212,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[103],"tags":[1686],"class_list":["post-137204","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales","tag-fanatical-prospecting","","tg-column-two"],"yoast_head":"\n3 Sales Prospecting Strategies From Jeb Blount: Fill Your Pipeline - Shortform Books<\/title>\n<meta name=\"description\" content=\"Overcome your hesitation, maximize your time, and build name recognition. 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