BRX Pro Tip: 2 Sales Prospecting for Beginners Tips
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, as you well know, one of the reasons that I was so enamored with the Business RadioX business model methodology ethos well over 18 years ago is because it literally solved the prospecting problem for me. What counsel, if any, do you have with respect to sales prospecting for beginners?
Lee Kantor: [00:00:30] Yeah. A lot of times when this is the first time you’ve been given a sales responsibility, you don’t know where to begin. And I think a great place to begin sales prospecting if you are just starting out or have never done this before is to kind of get a clear idea of who your ideal customer is and build that dream list. And this list should include obviously the people who buy from you, who write you checks, but it should also include the people who refer business to you. It should include the associations that serve those people. It should include some of the influencers, the authors, the writers, the video bloggers, the podcasters who also serve that niche, and really get the lay of the land. So, it should also include your current customers. It should include former customers.
Lee Kantor: [00:01:18] So, if you build this list, this kind of dream list of, okay, this is a group of people that I want to get to know better, I want to learn more from them, I want to learn what they’re up to, what they need, that’s going to help you focus in on the people most important to you. And then, once you’ve identified these people that are most important to you, you have to find ways to elegantly serve them.
Lee Kantor: [00:01:42] So, how are you going to do this? Are you going to do it through education? Are you going to do it by just selling, you know, pitching them, you know, things? I find a lot of people do too much of the pitching and not enough of the educating. A thing that we do at Business RadioX that’s a little different than most people is we build a show around these people and the people that are most important to them. And we interview them and we create a ton of thought leadership and we create a ton of media opportunities for these people that helps our clients build relationships with them directly.
Lee Kantor: [00:02:17] So if you’re struggling with prospecting, I think it’s in your best interest to learn more about Business RadioX because what we’re doing is helping our clients build relationships with the people most important to them, and we can do that at scale and that’s our superpower and that’s what we do every day. So, sales prospecting doesn’t have to be difficult if you have the right tools at your disposal.
