Prospecting can be challenging. In fact, many don’t even start because they are worried about facing rejection. Others set such lofty goals that they can’t begin to reach them. This sets them up for failure before they even get started.
So, how can you set realistic goals when you are prospecting? Here are some tips to help.
Start with a monthly goal. If you want to make so much money each month, you already know how many new customers you are going to need to reach. That should be your monthly goal.
However, the easiest way to reach that goal is by making smaller ones. Monthly goals can seem overwhelming, especially at the beginning of the month when you are just starting to reach for that goal. For that reason, it often helps to make smaller goals that are easier to reach. Break your big goal down into weeks (or even days). Calling two people today seems much more manageable than fifty this month.
Track your progress (and make changes as necessary). Prospecting goals aren’t going to help if you aren’t monitoring how you are doing. If you struggled to get your two calls done today, maybe you can do more tomorrow. If that goal seems to be too much every day, maybe you should cut back on your monthly goal. It might be too much for you.
You might also use this to look at your technique. Are you doing as much as you can to ensure that you are hearing yes instead of no? If not, what can you improve on to do better?
The best way to stay motivated is to break your big goals down into smaller ones (that are more attainable). It is much easier to think about calling ten people this week than fifty this month! You also need to track your progress. If you wait until the end of the month and realize that you didn’t reach your quota, it isn’t going to help. If you look at your numbers at the end of the first week, you may be able to make the necessary changes to reach your goal!
Contact us for help in growing your business through prospecting.