How's Your Prospecting?

Here's a list of things to consider when you're reviewing your prospecting efforts. Check them off, rate yourself and use them as a way to improve your results.

1. _____ I have my target market's profile clearly written out and know it well.
2. _____ I have how to approach my prospects successfully clearly written out and know it well.
3. _____ I have clearly written down what to say to my prospects once I've engaged them in conversation and can execute the connection with them flawlessly.
4. _____ I have a written list of questions to ask prospects to determine if they are candidates or not.
5. _____ I can determine within 2 or 3 questions if the person I'm talking with is a lead, lead source or overall reject.
6. _____ I have several written and memorized "elevator" speeches ready for all occasions.
7. _____ I know where to go to find my target market.
8. _____ I frequent those places often and follow a successful schedule to do so.
9. _____ I have a written marketing plan and follow it to the letter.
10. _____ My marketing plan is bringing me the contacts I need to be successful.
11. _____ I keep written score of how my prospecting is going.
12. _____ I make adjustments to my prospecting activities when I'm not seeing the results I should.
13. _____ I have a written script that I follow to get the results I need.
14. _____ My script includes an outline and major "talking" points that need to be addressed.
15. _____ I "dance" with my prospect and come across professional and at ease.
16. _____ I know every possible objection my target market could give.
17. _____ I have at least one great response for every objection I might receive from my prospects that will improve my successes with them.
18. _____ Prospecting is my easiest activity.
19. _____ I review my results after every 4 hours of prospecting.
20. _____ I am truthful with others about my prospecting activities
21. _____ I have at least one other person I have empowered to help me keep myself accountable in these activities.

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