What Do You Want To Accomplish With Your Prospecting?

There are a lot of things you can get from prospecting. And there are a lot of ways to prospect.

What Do You Want To Accomplish With Your Prospecting?

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?

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