Numerous sales professionals acknowledge the need to intensify their prospecting efforts, recognizing the potential for increased sales by doing so. This course is designed to impart validated prospecting techniques, along with strategies for fostering a proactive mindset to fearlessly approach any prospect.
The course delves into practical techniques that can be promptly applied to expand one's business prospects. If you are aware of the correlation between increased prospecting and heightened sales, this course is indispensable. Each idea gleaned from this course will resonate with you for a lifetime!
Module 1: Getting Started
Since 1992, I have been engaged in the practice of seeking potential clients. I have conducted more than 100,000 cold calls and have utilized various platforms such as text, Facebook, LinkedIn, email, door-to-door visits, and walk-ins for prospecting. Throughout this program, I will impart my most effective prospecting techniques that you can immediately put into action.
There are three key avenues to enhance your prospecting outcomes:
- The Inner Game: Focuses on your mindset.
- The Outer Game: Centers on the strategies and techniques.
- Taking Action: Involves the implementation of these strategies.
When it comes to prospecting, it's essential to devise a plan and document it for reference.
Module 2: Conquering Call Reluctance
Do you feel like you should be engaging in more prospecting?
The primary reason why many individuals avoid prospecting is due to the fear of rejection. I have developed a mindset that can be replicated to confidently prospect anyone. This mindset is closely linked to your approach. When you engage in prospecting, you are likely to encounter a lot of "No" responses. The rhythm of prospecting is typically "no, no, no, no, no, yes". Accumulating numerous "No" responses often leads to procrastination in prospecting.
It's crucial to change your mindset about this. Shift your focus to the activity itself – when you prospect, you are already winning. When you secure an appointment, you are doubly victorious. Regardless of the outcome, you are always winning. Receiving "No" responses shouldn't be a major concern!
In this module, I also recount a story about how I successfully prospected the NBA Hall of Famer, Rick Barry.
Module 3: Implementing a Prospecting Strategy
Are you currently utilizing a prospecting strategy?
My approach involves reaching out to 1 – 5+ potential leads each day, 5 days a week, utilizing various methods such as text, email, Facebook, LinkedIn, and in-person visits. Another effective tactic is to leverage your smartphone as a tool for generating business opportunities. Review your text messages and send a message to a previous contact. Similarly, engage with individuals on your social media platforms through direct messaging. These simple actions can significantly contribute to the growth of your business without incurring any additional expenses.
Module 4 – The Prospecting Game
One effective way to motivate yourself and take action is to turn your life into a game. Consider the reward programs offered by restaurants and stores, where you receive a free item after making a certain number of purchases. Similarly, in the prospecting game, you can start your day by setting a goal for the number of prospects you aim to reach and then keep track of your progress. Every interaction counts – whether it's dialing a wrong number, sending a text message, leaving a voicemail, or sending an email.
In this module, I also discuss how playing the prospecting game helped me connect with Michael E. Gerber.
Module 5 – The Dream 100
In this module, I will explain The Dream 100 concept, which I learned from Chet Holmes. This involves identifying your top 100 prospects and consistently reaching out to them until you secure an appointment or they request you to stop contacting them.
Additionally, you should prospect your top 100 opportunities using sequential marketing, which entails reaching out to them multiple times through various sales and marketing techniques such as email, social media posts, text messages, or calls. This approach can significantly expand your opportunities.
Module 6 – Sphere of Influence Selling
Sphere of influence selling introduces another prospecting idea. Instead of cold calling your prospects, you can leverage the relationships of people they know to gain introductions. This strategy can greatly enhance your prospecting efforts.
Module 7 – Intention
In this module, I share my stories of setting intentions while prospecting to achieve the desired results. It's crucial to always set an intention when approaching prospects.
Take immediate action and implement the concepts from this course to enhance your prospecting skills. I aspire for you to become my next success story!
Who this course is for
New, beginner, and advanced level sales professionals looking to learn new skills to add to their tool belt.
- I love the mentality of how you can focus your mindset to make it much easier to prospect clients! ~ Aaron L
- One of the best course of selling I had done. Even if I already have experience in selling, I learned few new tricks. I truly recommend ~ Alexandru G
- Excellent course!!! Filled with tons of tips and tricks to help make you a better salesperson. Also the instructor is super engaging and fun to watch. I loved it! ~ Kenneth
- What an awesome course. Eric is delivering some really great info, and it is in bite size, understandable, chunks...love it...I'm sure I'll be well-versed in sales with this course ~ Diana R
- Very informative! Receiving lots of information from a very experienced and competent trainer. I'm sure this will help me improve my skills as a sales professional ~ Thomas H
- Eric is really amazing...so focused and I love these Golden Nuggets that make this course really worthwhile. One of those Nuggets will resonate with me and it will 100X the return on my investment in the course ~ Neil E
- I really enjoyed the course. Being self taught through YouTube, I felt a little lost trying to find prospects. This course gave me the tips and tricks that actually helped me find the right prospects and send them emails ~ Shubham J
- The content is excellent. It gives me an overview of Business Development and Sales. As a result, I feel inspired and have a clear picture of this role and what to do to achieve success in my career. I feel delighted and looking forward to coming back to continue the next section ~ Allen E
What you'll learn
- Learn the strategies to effectively prospect to your top 100 list.
- Learn specific techniques to go after large accounts.
- Learn how to stay motivated while prospecting.
No prior experience necessary! We'll teach you everything you need to know.