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how do I build an effective prospecting plan in this video I'm gonna walk you through eight questions that you need to ask yourself about your prospecting plan my name is mark hunter the sales hunter I wrote the book high profit prospecting if you like this video I want you to click subscribe because every Monday I put out a new video on prospecting okay let's dig into these eight questions because here's the thing the solution may not be you got to go out and buy some sort of software package the solution might not be I got to completely redo everything I'm doing the solution more often than not is merely making a few changes to what you're already doing now you say I don't have a prospecting plan I get it these eight questions are gonna help you build your prospecting plan let's dig into them first question what is it about my prospecting plan my prospecting process that is compelling is compelling to my prospects now think about this for a moment is what your prospecting all about you or is it about the prospect you see this comes down to the questions you're asking how quickly are you engaging your prospects in their needs in their challenges or are you making prospecting calls and sending out emails that are all about you - does my prospecting process result in the customer having false expectations that I can't deliver here's one of the challenges and this comes up and comes back to haunt you in several different ways one it's because your prospecting people that do not fit your ideal customer profile you see when you when you go with prospect people who are not your ideal customer profile and I'm gonna get into that here in just a bit what happens is you wind up making claims you wind up making statements that you can't deliver on what does that mean you wind up forcing yourself to close deals by making commitments that you can't deliver how does this show up you're not getting referrals you're not getting repeat and you wind up having to do additional work after the sale to satisfy the customer think about that for a moment question number three is my prospecting process focused more on sharing with the customer what I had to offer or is it focused on finding out what they're looking for this ties into the first question there that I asked ask yourself this simple thing when is it that I find out the good information from the prospect is it on the first call is it on the third call where is it what I want to be doing is I want to be focused on finding out better information faster so what is what does this mean I want you to be looking at the questions you're asking what are the questions you're asking how much time am i spending talking how much time is the prospect spending talking the whole challenge is this you want to be talking as little as possible because you're not gonna find out anything from the prospect if you're doing the talking number four is my prospecting process segmented enough to allow me to uncover customer needs that are unique to each ideal customer profile whoa head-spinner let me break this down for him see I want you to have an ideal customer profile what does this mean ask yourself who are the customers that you satisfy that you serve the best okay look at your existing customers okay now here's what you're gonna find you're gonna find for instance customers that maybe are in one industry and customers in another industry well guess what that probably means I've got to have a different process you may have customers that buy what you sell either the product or the service and use it one way and you may have others that use it some more some other way well guess what I probably have to have a different process with which to reach them you see what I want you to do is I want you to create three to four ideal customer profiles and you're gonna segment eyes segments eyes you can put these into segments and what does this mean that you're gonna have different questions that you're gonna ask each one of these groups you may have a different frequency with which you reach out to them because if if one segment is comprised of of people who buy every day every week every you know every day every week from you you may be calling them you know a couple times a week you may have other people that are buying from you and they make it a capital expenditure and they only buy certain times the year see so you're gonna you're gonna Sigma night this allows you to be much more efficient with your time next question how does the customers see me and how can I help them now okay what about this from one you see what do customers say about you you see this is so key because are you having to spend all of your time prospecting overcoming barriers with them you see what are they saying about you now what you find out about this is very simple ask your customers what are they saying about you this is also gonna show up in the number of referrals and repeat business you're getting if you're not getting referrals think about this from one customers may not have a good opinion of you if you are getting referrals and see here's all thing what are they saying about them what are they saying about you because what they're saying about you is gonna help you understand how much of your time do you have to spend during the prospecting phase educating them and really creating competence with them about you versus getting into really helping them solve their challenge or their need very key critical question to answer because this is gonna allow you to really reduce the amount of time you have to spend prospecting because you're gonna be able to move them from lead to customer much much faster number six how long does it take for a lead or prospect to have confidence in me this is key this is a metric I want you to measure metric how do you measure this you measure this by when does the prospect begin sharing with you confidential what I call proprietary information I think about this remote nobody's going to share with you confidential or proprietary information unless they have confidence in you and see here's the whole thing I never want to put a price on the table I never want to put an offer on the table until they have confidence in me you see so my whole objective in prospecting is to yes I want to get the sale but one of the steps I go through is by having them create confidence in me and oh by the way you know what's interesting the more confidence they have in me the more confidence I'll have it now key metric number seven is my prospecting process effective effective enough to help me reduce the amount of time I spend negotiating with customers yeah you see here's what I find the more I have to negotiate with a customer to close them what does this tell me this tells me one very simple thing I'm not doing a good job prospecting I'm either prospecting people who are outside of my lane in other words I'm going after people who do not have my ideal customer profile or I'm not spending enough time creating a level of confidence you see because what I find is this the higher the degree of confidence the customer has with me the less negotiating I do and you develop confidence not during the negotiating phase you develop confidence during the prospecting phase last question is it taking me less time to convert a lead into a customer this year than it did last year whoa whoa head-spinner yeah because here's whole thing I want to be continually shortening the time it takes to move from lead to customer now how am I going this because I'm continually examining the ideal customer profile I'm going after and as the more I examine ideal customer profile and I take the time to really continue to refine the questions I'm asking and the engagement and remember answering the previous seven questions you know what will happen you will wind up shortening your press your prospecting process you see these are 8 things they're all spelled below I want you to be subscribing to this entire series I'm putting a new video out every Monday I want you to email me if you have any questions any anything whatsoever put a comment down there I want to reach out to you I want to help you because my whole objective is to help you and also hey get down below because I have an ebook 50 prospecting truths that I want to send you just hit the link down there in description hey my name is mark hunter the sales center I wrote the book high profit prospecting if you haven't read it I suggest you read it because this content I just shared with you comes right out book hey I'm mark hunter the sales hunter subscribe download the e-book grab the book call me if you have any questions mark kind of the sale center great selling