Your Best Plan for Prospecting Leads
Many of you recently completed a survey, helping us put the finishing touches on our upcoming Small Business MBA class: Closing the Deal. One of the simple, yet compelling takeaways was: when it comes to prospecting leads, you want help in two areas…
- Feeling clear and composed in what to say during a prospect meeting, so that you have a high likelihood of landing your dream client and
- Knowing how to best prepare for meetings, so that you walk in with confidence, set up for success.
Well, ask and you shall receive! Today’s post (actually, a downloadable worksheet for you!) is the thoughtful prep we practice ourselves, to increase your chances of landing your dream client, deal, or partnership.
We see 3 common mistakes, when someone has gotten to the Business Development stage of prospecting leads. And hint: it’s not what they do do; instead, what they don’t do costs them clients. Most people fail to:
- Clearly outline of what the process looks like to work together, including clear expectations for both parties.
- Prepare a couple case studies / proof points to share.
- State the price (this is a big one).
Preparing for these points ahead of time is the difference between positioning yourself as a confident and clear guide, and leaving your prospect with questions. I think that people often take for granted: leads become prospects because they want you to be their guide. In whatever your field/service is, they want to hire you, to solve their problem and guide them to achieve the thing they’re seeking. When you fail to show up with that authority and emitting clarity, you confuse them, and they don’t buy.
And thus, this week we offer you a gift: the Prospect Prep Plan to Land Your Dream Deals. Complete this prep before your next prospect meeting, and you will transform the way you perform.
PS – this is a downloadable, so we’ll be asking for your email address to access it. However, if you’re already on our email list, this is in your inbox as we speak. Enjoy!
