This week a consultancy firm came to me saying they need help to prospect, and want to start as soon as possible. While it's always nice to come across a prospect with high urgency and open to change, I had to slow them down as I reminded myself of our role as consultants.
Our goal is not to help clients by simply delivering outcomes - that's what a productized agency does. It is also to help them explore, identify, and clarify what are the changes they want to make.
So my follow up question was: But what do you want to accomplish with your prospecting?
Sure, more business. But can you be more specific?
- Are you trying to make people aware of what you do?
- Are you trying to create a reputation for yourself as an expert?
- Are you trying to meet and know as many people as possible that can help you
- Are you trying to make people more aware of a problem that you can help them with?
There are a lot of things you can get from prospecting. And there are a lot of ways to prospect.
But before you look for ideas, tactics, and solutions, answer this: What's the problem you’re trying to solve?