EFFECTIVE PROSPECTING

Dave Kurlan of Objective Management Group recently posted a great blog.

I was recently facilitating a training session on prospecting and everyone agreed that getting introductions is the most effective method of prospecting. The challenge is this. What if your "introduction strategy" does not produce enough opportunities? There are only two things you can do. Get better at introductions or do something else.

My advice is to do both. As you continue to become a master of getting introductions, choose one or two other prospecting methods that will help you fill your pipeline.

Whether you choose networking events, speaking opportunities or cold calling, make sure you are not waiting around for opportunities to magically appear. Go out and make something happen.