You know how hard it is to start that daily commitment to exercise. Well, proactive prospecting seems to be as difficult. We know it is something we must do to gain positive results yet most sales people will try to avoid prospecting like the plague.

We need to have a starting point. Begin by blocking out one or two hours per day to prospect. Yes, we have put it off long enough. Start by using your sphere of influence to prospect. Prospecting, like anything will require commitment and discipline. This time is yours and you are important. Once you start you will feel more important and this will be a positive projection of your attitude when you talk with your sphere of influence.

Write down what you are going to say and practice saying it to yourself in the mirror. You will come across more confident to the person on the other side of the phone. Consider talking about something of value to the customer. It might be something related to the economy or the real estate housing market. People love knowledge and education. Provide them with information that will draw their interest.

Sales have always been a “numbers” game. You want to touch as many people as possible. Defining your target market and being organized will help you obtain your goals.

I would highly suggest having a database of at least one month’s supply of names. The time allocated for prospecting should not be wasted looking up names or deciding at that moment who you are going to talk to next. Be prepared and watch how much more productive you will become.

Remember you have set aside some time for prospecting. Work in an area without interruption. Don’t answer calls or schedule meetings during this time. As you start going through your calls, you will find each call will become easier and easier. Before you know it, you will feel like a pro. You will learn as you go and practice makes perfection.

Experience and surveys have shown that the best times to contact customers is 8 AM to 9 AM, between Noon and 1 PM and 5 PM to 6:30 PM. If you are missing a customer between certain hours, then it’s best to make note of that and call them at a different time. Chances are if you continue to call at the same time and the customer is not available, they will continue to be unavailable during that time block.

Don’t stop. Persistence is one of the key virtues in selling success. Most sales/valuable contacts are made after the fifth call, and most sales people quit after the first.

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The philosophy of triumph in business are not any different than winning on the football field. Vince Lombardi of the Green Bay Packers, a Hall of Fame coach, had such a strong belief about winning, that many of his principles are practiced and taught in the business industry throughout the world.

Although Lombardi has been gone nearly forty years, his philosophy of winning is as timely and pertinent today as then. He has been credited with coining numerous phrases that hit home with people in business, politics, and sports. Here are just a few that seem to work in every facet of life:

“It’s not whether you get knocked down, it’s whether you get up”- Life has many challenges and there will be times you will fail but don’t give up. No matter how many times you get knocked down, dust yourself off, get up and keep pushing forward. Out of respect for your peers always be early. Vince would say “be 10-15 minutes early or you are late”. If you can maintain punctuality, you will be taking one of the first steps to success.

If you are a business manager or team leader and demonstrate confidence, it will always shine through. Lombardi once said “Confidence is Contagious – So is lack of Confidence”. By exhibiting confidence and an up spirit will flow out to others around you. The same results will also occur if you lack confidence. Others will truly follow a manager or leader.

“Practice does not make PERFECT – Only PERFECT practice makes PERFECT”. If you are okay with just doing enough to get by, then the result will just get you by. If you don’t set your expectations higher and strive to be the best, then you are almost guaranteed you won’t be the best. This might not result in you being the best there is, but without question you will become ONE of the best!

Here is one of my favorites. “SUCCESS only comes before WORK in the dictionary”. It will require had work, dedication and motivation to become successful. The Packers had a play called “The Lombardi Sweep”. Every team knew when it was coming at them, but their defenses couldn’t stop them. The hard work and continued practice to be perfect will always be a winner.

Lombardi thought so positive about winning he said, “If it doesn’t matter who wins or loses, they why do we keep score?” Don’t settle for “just getting by” or it will become a routine habit. Have the mindset to always be the best or you will climb the business ladder successfully.

Forty years later and Lombardi’s truisms are practiced throughout the world. Live these philosophies of winning and put forth that hard work, determination and beliefs that you will be the best and your success and achievements in life will explode you to the top.

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Could today’s economy have an effect on the way we do business? It seems like since the year 2000 there has been dramatic changes in our business economics. There has been substantial drops in the stock market, continued corporate scandals, the closing of many banking institutions, almost double digit unemployment and a housing market that has plummeted. This has caused a major disbelief in our society of what’s to come.

Unemployment, hiring freezes and spending freezes in businesses seem to be commonplace. We are starting to question our stability as human beings. We are becoming more and more apprehensive about the security of our nation. These feelings have clouded our mindset for any individual whether on a personal or business level. It doesn’t matter what industry or geographic area we live in, our behavioral traits are changing. As a business professional, it is evident our customers and clients are more cautious when it comes to making any type of decision. They are weighing their options more closely. The public in general, in my opinion are just sitting back and waiting it out, hoping things will eventually change for the better.

Yes, we are pretty much powerless to change the situations, however we are in definite control of how we respond and react to the dilimeas. As business sales professionals, we have some hurdles that we need to overcome and rethink some of our skills to continue to rise to the top. Our knowledge and experience is priceless and we need to use these skills to our advantage.

Remember, success always awaits us. We need to trust and believe in ourselves and our surroundings and we will prosper. Yes, there will be struggles and challenges but with the right mindset we can overcome them. Customers are changing their beliefs and priorities but we can mold ourselves and be flexible with their wants and needs. We can control the way we do business. Below are a few examples of how we can grasp success for the long term:

Salespeople are always prospecting. We need more regularity to continue to fill the “pipeline”. This will help in securing our success in the future and a continuation of income. Cold calling customers have changed over the years and we can change with it just by being more aggressive in our creativity and consideration of others.

If we are talented and experienced with postcard prospecting, then increasing our volume and frequency might be the key. Email prospecting is becoming more and more popular and we can use this to our advantage as well. There are unlimited ways to obtain potential client contact lists. The most important strength of an email lies in the subject line. Be sure it’s powerful and catches the attention of the customer. You can touch many more customers through an email campaign quicker and usually less expensive than a postcard campaign. Alternating your campaigns and using a variety of both could be more beneficial.

Now more than ever the customer is not making quick decisions. Their thought process has been extended. Creating significance in the customer’s mind is vitally important.

The business world is concerned with economic challenges and constantly changing rules. There is only one question we need to ask ourselves in reference to our roles: Is “good enough” really good enough?

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We are all somewhat familiar with social networking. The Internet has allowed us to network with other people through some very popular sites. Most of us probably are a part of either Facebook, MySpace, LinkedIn or one of many other social networking sites. With the Internet and technology today, we tend to lose sight of how important face-to-face networking is. In person networking has always had positive results when it comes to generating new customers, friends and business opportunities.

Organized networking groups are everywhere. The Chamber of Commerce, Toastmasters, Business and Networking International, just to name a few, can be found in most major markets throughout the world. With a little homework and minimal cost, you can join one or more groups in your local market and experience the potential of untapped prospects.

Another option would be to start your own networking group. Likeminded professionals meeting once or twice a month at a pre-determined location to “tout” the services or products they provide. Starting your own group gives you control over the size of the group and the types of professionals who will be attending.

Either option provides an opportunity to meet people and share ideas with folks who have the same goal in mind. Let’s face it; we all want more prospects, clients, customers or buyers. No matter what you have to offer, someone else needs what you have and the success of any business starts with getting in front of more people.

Be sure you bring several business cards. Give at least two business cards to everyone you meet. You will want to envision this person giving your card to one of their friends or colleagues as well.

Most networking groups will start off by allowing you to introduce yourself. Take about two minutes to “tout” yourself, your product and your services. You will be in the “spotlight” for a brief moment, so make the best of it. Practice and rehearse what you will say when called upon. This will be your moment to put forth your best impression.

When joining or starting a networking group, evaluate the variety of professions attending. If there are only 10 people in the group, are they all real estate professionals? If there are a mixture of real estate professionals, Insurance Broker, Doctors and Contractors, which one would be a bigger plus to enhancing your business objectives? These questions are important so consider them carefully.

Face to face networking is an inexpensive way to meet new people in a short amount of time that are looking for other successful businesses to help promote each other to achieve a common goal. It’s a fantastic avenue. And who knows, you may make a few friends along the way.

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