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[Music] [Applause] [Music] [Applause] [Music] you may have heard me mention strategic prospecting and wonder how I approach it I thought since this is the beginning of the fourth quarter now would be a great time to discuss it I'm Chris with sales guru and there are many ways to create a strategic prospecting plan but here's the formula I've used again and again to be successful in existing b2b markets as well as breaking the new ones before you can begin creating a prospecting plan you need to determine how much prospecting are you currently doing this is important because we tell ourselves we are always prospecting but the truth is sometimes we get in a rut reacting to our current partners challenges these are important and that's why with proper daily planning you can't account for that but we'll save that for another time an effective way I have helped my clients do this is to write on a whiteboard all of their current clients we separate them logistically by city in red then write down all of their current targets and green in their prospective areas this is a great way to visually see if the majority of your time is being spent with current customers or building relationships with new prospective partners if you follow the Pareto principle or the 80/20 rule and it's your role to find a new business for your organization then you should be spending 80 percent of your time finding new opportunities with either existing or new clients if you're honest with yourself and don't fill your whiteboard with people you're not actively pursuing it will be very apparent if you're following the 8020 rule if you're not don't beat yourself up now you know and you can plan to resolve it if you find that you have more red than green then you need to identify more targets one way to do this is to drive around in the area where your current clients are I love to do this and it's been very effective for allowing me to find new customers in specific areas and cut down on drive time between client meetings it's normal for me to be at lunch with a client in a particular city and have multiple clients come in and greet us I don't want to have every customer in an area but it is my goal to have all the right customers in that area be looking for part two when we take the data that you have collected and take the next step to mold it into a plan that will help you achieve your sales goals want to find out how sales guru can help improve your business contact me at C Wallace at the sales guru net I look forward to learning more about you and your opportunities [Applause] you [Applause]