In this article I’ll be covering the aspects of a highly effective prospecting plan.
While prospecting is a fundamental of any sales endeavor, most sales reps do not take prospecting seriously enough to make the impact on their sales numbers they or their manager would like.
If you struggle in prospecting, you will struggle in sales. It’s that simple. The reverse is also true. The more you prospect and the better you become at it, the more opportunities you will create.
Furthermore, most sales reps lack a prospecting plan that will guide them in their prospecting efforts. Most of the time prospecting efforts are “willy nilly”, unfocused, sporadic and lack an over arching strategy.
The 3M prospecting process will help sales reps develop a highly effective and potent prospecting plan. 3M prospecting is composed of 3 focus points – Method, Message, Mission.
1 – Method: What is the method and way you prospect and reach out to your prospects. For example:
2 – Message: What is the message you use to create attention, interest and desire that will bring value?
3 – Mission: The power behind all of your prospecting efforts is your personal mission and intent of your actions.
By combining and implementing these 3 aspects of 3M Prospecting together, you will have a focused prospecting strategy that has the potential to dramatically increase your opportunities to bring value to your prospects and increase your sales.
In subsequent articles, we’ll explore each one of the 3M’s in detail.
Dustin Dart is a sales trainer and consultant and is the President of Ascent Sakes International – a global sales training and marketing agency.