How Much Are You Paying NOT to Prospect?

By Keith Luscher

January 6, 2018

No one likes to be rejected in any of life’s situations. Rejection is an emotional experience, and we go to great lengths to protect our fragile egos. However, in our business, where we must continuously seek people with whom we can meet on a favorable basis, rejection comes with the territory.

Fear of rejection is a manifestation of our insecurity. Most of us are insecure about something. We all have issues, whether it is about our appearance, how much money we may earn, or just an overall lack of faith in ourselves to accomplish and get what we want. So this begs the question: Do you have a fear of rejection that hinders your prospecting activities?

If you are not entirely sure, consider this question: How much are YOU PAYING right now, NOT to prospect? Think about this question right now, and in doing so consider these facts:

  • You are paying not to prospect when you share a large part of your commission in exchange for a lead (but you still do all or most of the work yourself).
  • You are paying not to prospect when you fail to seek referrals (or more often, fail to seek referrals correctly, because most people simply don’t know how to do it right).
  • You are paying not to prospect when you allow a client to fall through the cracks, and before you know it, they have gone somewhere else for service.
  • You are paying not to prospect when you fail to follow up on a new friend or acquaintance correctly and in a timely manner, despite your stated intentions to do so.
  • You are paying not to prospect when you are unable to build rapport with a prospect, simply because your listening and interpersonal communication skills are not properly honed.
Not that sharing commissions and finders fees don’t have their place in business…but consider the points above and you will realize that prospecting involves a range of activities, habits and skills that you summon all day long, as part of doing business. YOU SHOULD ALWAYS BE PROSPECTING in everything you do and everyone with whom you come in contact. Otherwise, you are leaving money on the table. More importantly, people who could benefit from your service are left unserved.

That said, if you are procrastinating on reaching out to a prospect, either by a personal phone call, email message or LinkedIn invite, today, I want you to ask yourself: “What’s the worst that could happen?” Answer these for yourself:

  • If I telephone a person and request an appointment, what’s the worst that could happen?
  • If I approach an individual on LinkedIn and ask some questions about their business, what’s the worst that could happen?
  • If I send someone a letter with a helpful article and then follow up with a phone call, what’s the worst that could happen?

These are NOT near-death experiences! So go get it done, and stop paying NOT to prospect, and start profiting from seeking out new people whose lives you can impact in a very positive manner. That’s your mission. Stop avoiding it.

About the author

Keith F. Luscher is a management consultant, trainer and speaker focusing on advanced prospecting, content and automated marketing strategies. He specializes in alleviating the PAIN experienced by business leaders who lack brand message, and suffer from marketing tech overwhelm and internal paralysis.

Connect or Follow...
{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

Selling is EASY. But Prospecting..?