BRX Pro Tip: Consistent Prospecting
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, there are definitely some key disciplines to running an effective business, particularly in the professional services arena, I believe. But one of those disciplines, and we have to have systems in place that support this effort, we have to be consistently prospecting.
Lee Kantor: [00:00:26] Yeah. Prospecting is something that you have to do every week. This isn’t something that you do once and then you’re done. Because it’s one of those things that if you don’t do it, you’re not going to notice that things are bad until, you know, two or three months down the road after you stop prospecting.
Lee Kantor: [00:00:42] But then, guess what’s going to happen? You’re going to notice them in a big way. And once you have this kind of flywheel going and you have kind of a flow of prospects, even if you’re busy delivering services, just start a wait list. Just do something to not stop prospecting. Because when you stop prospecting, you have to restart this flywheel again. It’s a lot harder than it is to just keep prospecting on a flywheel that’s moving. So, just keep doing the work.
Lee Kantor: [00:01:11] And if you don’t have the time to deliver the service, then just start a wait list of people and go, “Okay. We’re not going to start that cohort until next month or in three months or whatever.” But at least get people excited to sign up and then just put them somewhere to hold them for a while until you’re ready for them, rather than just ignoring them and not having anybody. And then, when you need a client, then you’ve got to start from scratch and then build up the entire pipeline again.
Lee Kantor: [00:01:36] Just keep the pipeline going. Keep the sales funnel producing. And then, move them onto a wait list rather than just starting from scratch. Starting from scratch is hard and it’s frustrating. And it’s a lot easier just to keep the funnel flowing rather than it is to restart it.
