Please answer truthfully to see how successful you are at prospecting:
1. Do you set aside dedicated time for prospecting each day or week and stick to it?
Successful producers never skip prospecting. They consistently allocate specific times and honor those commitments.
2. Do you know the number of conversations needed weekly to maintain a full pipeline?
Top performers are laser-focused on conversations with their prospective clients. They know what it takes to hit their targets.
3. Do you have a well-defined Ideal Client Profile (ICP)?
A clear ICP ensures you target only the best prospects, avoiding time wasted on dead ends.
4. Do you have at least five relevant questions related to their industry and potential needs/struggles so you can engage a prospect quickly?
Be prepared. When a prospect picks up the phone, have relevant questions ready to spark meaningful conversation.
5. Do you clearly define what makes a name on a list become a qualified lead?
Understand the criteria that turn a cold name into a warm prospect.
6. Do you review your prospecting plan the day before to clarify your goals?
Plan your prospecting activities in advance, preferably the day before.
Review your plan first thing in the morning to stay on track.
7. Do you have a structured process for asking for referrals?
Referrals are gold in prospecting. Ensure you have a plan to ask for them consistently.
8. Do you have a detailed follow-up process?
Closing deals takes more than one call. A solid follow-up strategy is crucial.
9. Is your communication focused on the prospect’s goals, passions, and struggles (GPS) rather than your own achievements?
Effective communication is about listening, not just talking about yourself.
10. Do you follow a thorough discovery process and use a qualification filter?
Don’t rush. A solid discovery process ensures you truly understand the prospect's needs and pain points.
The qualification filter confirms that the prospect would be a good fit for you and your agency.
If you said YES to eight or more, you're excelling at prospecting.
If you answered YES to five to seven, you show promise, but there’s room for improvement.
If you scored four or fewer YESes, you may find it challenging to achieve success with your current approach.