Why Consultants Need to Embrace Prospecting
Did the word "prospecting" in the headline of this article fill you with dread? Did you experience an instant negative reaction?
Welcome to the club.
I know of very few consultants or coaches, other than sales experts, who love the idea of prospecting. In fact, a lot of sales pros don’t like it either.
Even though I’ve been developing outreach systems for myself and my clients for nearly 14 years, I’ve only become comfortable with the “sales” thing over the last few years.
Understanding the Resistance:
Why do we have such a problem with the idea of reaching out to ideal prospects?
The answer is rather evident. Throughout our lives, we’ve been subjected to salespeople using pushy, invasive, time-wasting, annoying tactics. And the determination to never be one of those people is deeply ingrained.
Benefits of One-to-One Prospecting:
But one-to-one prospecting offers us tremendous benefits and, done right, it doesn’t make us look like we’re desperate for clients.
Direct Access to Ideal Prospects: While your competitors are focused on attraction marketing - generating content and waiting for prospects to show up - with a little one-to-one outreach, you’re already engaging them.
Personalized Engagement: A personalized approach helps your prospective clients feel understood and valued, fostering better relationships.
Controlled Pipeline: You regain control over your pipeline, making it more predictable.
Increased Conversion Rates: Conversion rates rise as you establish a genuine connection.
Differentiation: By engaging personally, you distance yourself from your competitors.
Elevated Client Success Rates: Working with ideal clients leads to higher success rates.
Ongoing Market Feedback: This approach provides invaluable market insights for refining your offerings and staying relevant.
A New Perspective: Changing the Mindset
You might be hating the idea of sales while knowing on some level that it would be really beneficial to do it.
What if I told you that shifting your perspective is both simple and challenging?
Relationship Over Transaction: High-ticket B2B services transcend transactional sales. Focus on building relationships grounded in trust.
Ethical Endurance: This mindset shift is not only ethical but also enduring. Authentic problem-solving cultivates trust, paving the way for lasting relationships and referrals.
Conclusion:
In embracing prospecting, consultants open doors to a world of opportunities. By understanding the challenges, appreciating the benefits, and adopting a relationship-focused mindset, you can revolutionize your approach to sales.
This shift, though seemingly daunting, carries the promise of building meaningful connections that go beyond mere transactions.