Prospecting: Filling Your Pipeline

Wagenseller Law=20 Firm February=20 2010

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Prospecting: How To Fill Your = Pipeline=20

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=20 Good=20 Books: The Age of Reagan: The Fall of the = Old=20 Liberal Order (1964-1980) by Steven = Hayward. Not a biography of Reagan = but=20 instead a history of the Great Society, = Vietnam and=20 the 'malaise' of the Carter years that gave = rise to=20 Reagan's 1980 election victory.=20

The Ultimate Consultant = by Alan=20 Weiss. A practical guide on how to grow a=20 consulting business--but it works for other=20 professionals such as lawyers, accountants, = brokers,=20 etc.=20

Five Point Play: The Story of = Duke's Amazing=20 2000-2001 Championship Season by = Mike=20 Krzyzewski. As we approach March Madness, = relive=20 some prior Duke victories and learn about how = Coach K=20 teaches leadership and coaches a team. = Useful=20 information for business as well as=20 = sports.

PROSPECTING: =20 How To Fill Your Pipeline

To sell=20 successfully, you must do four things, over and=20 over.

First, you must find people who are capable = of=20 buying your product or service=20 (prospecting). Second, you must = uncover=20 the problem or need your prospect has that your = product=20 or service can satisfy = (qualifying). =20 Third, you must demonstrate to the prospect that = your=20 product or service is the best-choice solution = to his=20 problem, and it makes economic sense for him to = buy it=20 (presenting). Finally, you must = answer=20 his questions and get commitment from him to = take action=20 (closing).

You are in the business of new = business=20 development. Your ability to find new = customers=20 determines your level of success, your ranking = among=20 your peers, your position in your industry, and = your=20 standard of living.

As we have seen, the biggest single = obstacle to=20 success, in every part of life, is fear. = This is=20 especially true when it comes to prospecting, to = phoning=20 or visiting strangers, or to = self-promotion. The=20 average person is unknowingly sabotaged by the = fear of=20 rejection, by his or her concern for the = opinions or the=20 approval of others. This fear of rejection = can=20 feed on itself until it literally controls a = person's=20 entire life.

To illustrate how powerful this fear can be = as an=20 obstacle to sales success, imagine for a moment = that you=20 or your company had hired a very expensive but=20 absolutely excellent team of market = researchers. =20 Their job was to examine all the potential = customers in=20 your market area and to determine, on the basis = of=20 sophisticated methodology, exactly who = was most=20 likely to buy exactly what you are = selling.

Now imagine that, at the end of this = research, they=20 generated a list of superb prospects, = people=20 who were ready to buy now, this very day. = They=20 guaranteed that every single person on this list = would=20 buy from you if you asked them to, but the names = were=20 good for this day only.

If you had a list of guaranteed = customers,=20 every one of whom would buy immediately, but = only if you=20 called on them before the end of the day, what = time=20 would you start? How fast would you = move? =20 How long would you work? How much time = would you=20 take for coffee breaks or meals, or to=20 socialize?

With a guaranteed list, you would probably = call on=20 every single person you could possibly = reach. You=20 would phone, fax, fly, and rush from appointment = to=20 appointment. You would call on people = without=20 appointments and you would make every minute=20 count.

If you were guaranteed success, if you had = no fear=20 whatsoever of rejection or failure, of = embarrassment or=20 disapproval, you would be one of the most = forceful,=20 confident, powerful, and dynamic salespeople in = your=20 entire industry.

And the primary reason you don't act every = day as=20 though you have a guaranteed list of prospects = is=20 fear. That's how powerful it can=20 be.

= From=20 "Advanced Selling Strategies" by = Brian=20 = Tracy

How Can We Help=20 You?=20

The Business Owners Law Firm:=20

We work=20 together with business owners on contracts, leases and other business = relationships.=20 Before you sign a lease or enter into a = partnership, we=20 can advise you so that you are protected if = things later=20 go wrong. When litigation arises, we assist = business=20 owners with all types of commercial litigation, = including fraud, breach of contract, partnership fights, corporate dissolutions, commercial sales and = manufacturing, and=20 other business disputes.

The Property Owners Law Firm:=20

We assist=20 property owners and landlords in dealing with = delinquent=20 or troublesome tenants. We advise potential = owners when=20 buying new properties. When you = need a=20 lawyer to help you with lawsuits for breach of contract, breach of = lease,=20 specific performance, ownership disputes, partnership disputes, = partition, quiet=20 title, neighbor disputes, boundary disputes and = real estate fraud, Wagenseller = Law Firm=20 will work with you to achieve the results you = are=20 looking for. When you want to avoid litigation, = we can=20 help you draft and review leases, = partnership=20 agreements and contracts at the beginning of the = relationship that will reduce your chances of a = lawsuit=20 later on.

What Can = You Expect=20 From Wagenseller Law=20 Firm?

Our = clients can=20 expect results and peace of mind through = personal=20 service. We will = give you=20 real world practical solutions, regular updates = on the=20 status of your case, timely and prompt services, = easy=20 access to our attorneys and quality service.=20 =

If you have any questions or suggestions, = please=20 feel free to call me at (213) 996-8338.

Sincerely,

Laine=20 Wagenseller
Wagenseller Law=20 = Firm