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hey what's going on guys if you're trying to get good in sales for your small business or as an entrepreneur if you're trying to grow your small business remember that one of the most the most important thing you can do is prospect and prospecting can have a negative connotation to it you should get rid of that because you can do prospecting well and move the ball down the field professionally with more people but sales is basically a numbers game now I came from I spent two years as a financial planner in a couple of insurance institutions right and financial planning is about as close to the MLM the multi-level marketing is you can get in terms of sales anybody can be a customer which causes all your your your cousin who is a financial planner to reach out to you and I really want a meeting with you and they kind of you feel like you're getting schmuck but what I did learn from them is the thought that sales is a numbers game if you get enough meetings you get in front of the right people enough amounts of time something's going to happen it's kind of weird it's almost like if you wanted to make sure that you could have a rosebush if you needed one rose for sure for your wedding next year this year you should probably plant 10 or 11 rose bushes so you can darn-near guarantee that there's going to be at least one rose next year right so it's just a numbers game you need to prospect and get in front of a certain number of people so that you can find a certain number of qualified leads and of those qualified leads a certain percentage of them will end up being customers all of you know that right but as an entrepreneur prospecting is incredibly important so here's some basic stuff that I learned how do you integrate this into your daily life if you're if you're a CPA or a bookkeeper an accountant if you're a financial planner if you're an SEO person a website company whatever that is if you're looking for B to beat I have another move another movie movie I have a movie another video about how to find b2b clients but here's what I would do make it your goal to be in environments where you might be able to meet people I think the gym your church Chamber events some sort of community where there can be other prospects just spend time there and make it a point to be spending time there over time when you do that remember you want to do two things one you want to meet people connect with them and then move the ball down the field professionally at the same time and just take a swap so when you meet people you know hey I didn't wrap what's your name oh cool so know what how did you get connected here you ask broad question how did you get connected to the chamber how did you get connected to B and I how did you do this and then they tell you and then you say well what line of business are you in here this what cool well you know I I helped as an accountant I specialized in helping small businesses mitigate their taxes save money and we just we can almost always find taxes I'd love to buy it buy a coffee sometime yeah that'd be great cool well so that's the way it can look but it comes down to you need to be able to proactively go out introduce yourself to people not schmuck I'm not slam them but go out and hey my name is Robert nice to meet you what's your name to be confident about that you need to do that to a number of people throughout the week every day your goal should be to do a good meeting cycle where you connect with qualified prospects and have between one and four meetings a day ultimately when you start humming so that you can get your pipeline filled so your goal should be to have coffee with people to learn about their business and share about your business and not do it in a super slimy way not doing it in a way that feels schmucky but just try and get to a coffee appointment so you got a process but you have to be around people then you have to introduce yourself and get to know other people and then swing the bat of you know what this is what I do I'd love to buy you a coffee if you're interested then the next tip is get their card right don't give them you can give them your card I give people my card but be in the business of collecting cards so that you can be in control of follow-up collecting a card and getting their information is ten times better than anything else the other thing is is don't be afraid of just opening up via Kate wood what's your week look like you want to grab want to grab coffee and grab coffee I'd also say the busier you get and this is the way I get is be a little more bold with you know let's stre grab some time on the phone why don't you want to schedule a phone call we can just talk about things that can feel really weird you get I always frame it up hey you want to grab coffee or it's really I like grabbing time on the phone we can do quite a bit on the phone if that's all right with you so you got to be in environments where you can actually connect with people you need to go introduce yourself and hear the stories of other people connect with them you need to learn it to just ask them what they do for a living right and then you have your little quick pitch of why are you different and then say you know I'd love to buy a coffee sometime and I share a little bit more but I'd also love to hear about your business sounds good and then collect their business card if you do that when you're prospecting when b2b business that's going to be better than running around and handing out flyers and stuff like that