What Your Prospecting Process Is Missing

Prospecting is becoming more difficult.

That’s what I hear from sales professionals when I speak at conferences and sales meetings.

Studies have repeatedly shown that prospecting IS the most difficult part of the sales process.

The reasons for this tend to vary depending on your industry and experience.

Some of the most common complaints I hear are as follows:

• It’s difficult to connect with a prospect in person
• Emails land in spam folders
• Most prospects don’t work in an office anymore
• No one answers their phone anymore
• It’s hard to convince a prospect to meet

Regardless of what the challenge may be, there is something that will ensure you do get a prospect’s attention.

And that’s value.

In other words, if you want more prospects to reply to your emails, recognize your phone number and answer, or simply agree to connecting with you for a brief call, then you need to continuously add value to their world.

What is value?

This is where things can get a bit tricky.

What your prospects value isn’t always clear and can differ depending on their individual needs, their preferences, and where they are in the prospecting process.

Consider a few examples.

Most prospects appreciate you being responsive to their needs. 

Some prospects might find value in a trial period or the ability to test drive your product or service. 

A few prospects might appreciate you providing a resource that assists them in making decisions related to your product or service.

Considering this, your goal must be to create what I refer to as your Value Vault: a series of resources, methods and processes you use to provide added value for your prospects.

When you add value, you increase your personal value in the eyes of your prospect and differentiate yourself from the competition.

Doing this will also lead to word of mouth about how great you are, leading to more referrals and inbound inquiries.

So, if you are struggling to connect with prospects, ask yourself: are you adding enough value to your prospect interactions?

Best,

Shawn

PS: I’m looking to connect with three established Vice Presidents of Sales, who want their team to improve their closing ratios and bring on bigger customers in 2025.

If you know someone who might be a good fit, send an email to info@shawncasemore.com.

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