Spoiler Alert: Always Be Prospecting

September 29, 2015

Spoiler Alert: Always Be Prospecting

The movie Glengarry Glen Ross from 1992 displayed the old-fashioned selling style as ABC, Always Be Closing. Spoiler alert for sellers: ABC has been replaced by Always Be Connecting.

I am to tell you today this is really Always Be Prospecting! It’s all about knowing who your ideal target is and connecting with them on a regular basis while prospecting anywhere, anytime. As an entrepreneur, you should always be prospecting no matter where you are.

On the lookout, 24/7

Years ago, I used to make sure my rack cards would easily fit into my purse when I was working at my Down to Earth Gardens farm. The farm was on a dirt road and I needed to have the map handy to guide people to find me. Even at the pub on a Friday night, you’d see me whip out a rack card to give to a new potential client.

At the same time, my truck had the website and company name lettered onto it which made me drive more carefully since I was easily identified. Soon, I landed a $2,500 landscaping job when I was shopping. My truck became my best mobile advertising vehicle!

In the city, prospecting is different – it’s a crowded market place. Just a few months ago, I needed a new passport and faced an hour’s wait. I struck up a conversation with my “waiting neighbor” that led inevitably to the ‘What do you do?’ Turns out he was launching a small biz sales program! I got a contract because I was open to talking to strangers.

That’s what networking and prospecting is all about – talking to new people who will become known to you as you develop a relationship that extends beyond just doing business together. Most B2B and even B2C rely on repeat business.

5 Things to know about prospecting

Prospecting comes down to:

  1. Knowing what your ideal client looks like (demographics)
  2. Knowing where they go and being around them – online and offline
  3. Having qualifying questions prepared for when you meet a likely new client
  4. Seeing opportunities every time you go out
  5. Asking for referrals from happy clients and colleagues so that you have warm calls

Who are you going to talk to today?


Patti Pokorchak

Patti Pokorchak was NOT a born salesperson and even after a grueling two-week sales course at IBM, she was still a nervous shy introverted sales person. Now, Patti LOVES to sell and has deconstructed her million dollar sales secrets to help other entrepreneurs sell effectively with more skill and confidence, asking for way more money and having lots more fun! Patti’s website is smallbizsalescoach.ca and you can follow her on @SmallBizSalesCo.