One of the most popular animals with children is a sea lion, after all, a sea lion looks playful. Clapping flippers, big brown eyes, whiskers twitching with curiosity. But looks can be deceiving. Beneath the sea lions’ charm is one of the ocean’s most determined, athletic predators capable of diving 900 feet and pursuing prey with absolute single-minded focus until the hunt is done.
The best sales prospectors are the same. Often, they are charming on the outside but driven and tenacious on the inside.
All too often, salespeople get hired for their people skills and ability to make small talk. They’re warm and likable as they meet with people and generally have few problems starting conversations. They make people smile. But when talking to great sales reps, what you will find underneath that playful, cute exterior is an unwavering commitment to the pursuit.
Sea Lions don’t quit when a fish darts away. They adjust, reposition, and come at it from a different angle again and again until they succeed. The best salespeople do the same. They have a prospecting cadence, they are consistent over time, and they do not give up simply because they get an early “not interested.”
Studies show prospects typically respond after multiple meaningful touches before they are willing to engage with a salesperson. Unfortunately, sales reps typically give up after two phone calls and an email. That’s not prospecting, that’s splashing around at the surface and going home hungry.
To be effective at prospecting, a salesperson must engage in multiple ways. A phone call here, a personal note there, a warm introduction through a mutual connection each move a little different, each one getting closer to the goal.
We help our clients understand that to effectively grow their revenue, they must engage in consistent and varied behavior. The best reps stay curious, stay consistent, and keep hunting.
Not sure how to get your reps set up for consistent, varied, and most importantly, effective prospecting? Maybe we should talk.
