Poll: What's Your BIGGEST Hate When Prospecting?

18 replies
Offline warriors, I'm looking into developing a new product to help offliners just like you grow your business.

What I want to know is what do you hate about prospecting?

And if you could kindly answer these for me:

What's the biggest problem you want solved when prospecting?

What DON'T you want to have to use?

What do you want to know more about - a particular strategy?

Tell me, what are the main problems for you when generating leads and why?

Thank you guys!
#biggest #hate #poll #prospecting
  • Profile picture of the author maxrezn
    I remember I hated following up for months and then no sale came of it.
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    • Profile picture of the author DavePalermo
      Being told I charge too much for what I do.
      Then again you get what you pay for....
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      • Profile picture of the author arfasaira
        Guys,

        Appreciate your responses, does anyone have anything else to add? I would really appreciate some more insights please!

        thanks!
        arfa
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      • Profile picture of the author Jason Kanigan
        Originally Posted by DavePalermo View Post

        Being told I charge too much for what I do.
        Then again you get what you pay for....
        You got turned into a commodity somehow. Maybe you even did it to yourself.

        How do you show value?

        If they say it, it's true. If you say it, you have to defend it.

        Tell them you'll bring them $100,000 or save them $100,000 in costs and they'll fight you on it. Get them to figure out that you'll make or save them these amounts, and your investment suddenly becomes insignificant, doesn't it?
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        • Profile picture of the author arfasaira
          Originally Posted by Jason Kanigan View Post

          You got turned into a commodity somehow. Maybe you even did it to yourself.

          How do you show value?

          If they say it, it's true. If you say it, you have to defend it.

          Tell them you'll bring them $100,000 or save them $100,000 in costs and they'll fight you on it. Get them to figure out that you'll make or save them these amounts, and your investment suddenly becomes insignificant, doesn't it?
          Jason,

          I always love your insights - so would love to know what do YOU hate or dislike about prospecting? I know you have cold calls down to a tee, but working with those who dislike cold calling, why did they hate it so much?

          thanks alot!
          Arfa
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          • Profile picture of the author Jason Kanigan
            Originally Posted by arfasaira View Post

            Jason,

            I always love your insights - so would love to know what do YOU hate or dislike about prospecting? I know you have cold calls down to a tee, but working with those who dislike cold calling, why did they hate it so much?

            thanks alot!
            Arfa
            Because they get turned all inside-out after making a few calls. People don't answer or can't talk right now, and they start taking it personally.

            Then the physical reactions set in. Nausea, tight stomach, butterflies, feeling frozen...

            And the deafeningly loud negative emotional thoughts like I CAN'T DO THIS that literally shove every other thought out of their head.

            GAME OVER.

            I don't know how many times I've done coaching calls and the client says, "Wow, it's like you're reading from the story of exactly what happened to me!"

            As for what's causing this and what to do about it...that's what I give to my clients.

            What do *I* hate about prospecting?

            Not much. I know my expectations, I have my mindset, I know my outcomes. The way I do it, everything is good. Don't answer, can't talk, qualify Out, qualify In: all good. Even if they are the 1 in 1000 that gets upset because somebody called them, that's good too. I don't want to do business with that person. Good! They gave me the knowledge that I shouldn't get involved with them right up front.
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        • Profile picture of the author DavePalermo
          Originally Posted by Jason Kanigan View Post

          You got turned into a commodity somehow. Maybe you even did it to yourself.

          How do you show value?

          If they say it, it's true. If you say it, you have to defend it.

          Tell them you'll bring them $100,000 or save them $100,000 in costs and they'll fight you on it. Get them to figure out that you'll make or save them these amounts, and your investment suddenly becomes insignificant, doesn't it?
          Thank you Jason.
          I let the prospective client know or better yet understand that if they choose me, I can work wonders for their business.

          But trust me, I get more people telling me I'm nuts and to go "F" myself than actual clients.
          But I get a very high quality of client that doesn't break my balls every other day.
          I remember a post form IAmNameless that said something to that effect (charging clients more money for your services) and since then it's been better for my sanity.

          Am I leaving money on the table?.... YES
          Do I give a rats ass?....nah...
          I can't stand the nickle and dime you to death clients anymore.
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          • Profile picture of the author jschmitt
            It's funny, I'm very out-going and I can easily strike up a conversation with total strangers, but when it comes to approaching someone on the phone or in person to talk to them about a product I have to offer, I have a heck of a time taking action. It's soooooo frustrating!
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          • Profile picture of the author Jason Kanigan
            Anyone who has had coaching from me will tell you that I specifically advise on how to screen out the poor-quality kind of candidates you're discussing, and get the top-level clients who treat us well, pay us well, and talk about us to others like them.

            I'm surprised those who are not a fit are using such language on you, though. Maybe there's something that could be improved in your process?

            Originally Posted by DavePalermo View Post

            Thank you Jason.
            I let the prospective client know or better yet understand that if they choose me, I can work wonders for their business.

            But trust me, I get more people telling me I'm nuts and to go "F" myself than actual clients.
            But I get a very high quality of client that doesn't break my balls every other day.
            I remember a post form IAmNameless that said something to that effect (charging clients more money for your services) and since then it's been better for my sanity.

            Am I leaving money on the table?.... YES
            Do I give a rats ass?....nah...
            I can't stand the nickle and dime you to death clients anymore.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by maxrezn View Post

      I remember I hated following up for months and then no sale came of it.
      Why did you do that?

      After a couple of follow-up meetings, get Tough!

      "Mr. Prospect...I appreciate that you seem to want to keep talking about this...but I'm not seeing a light at the end of the tunnel. Correct me if I'm mistaken, but I'm not sensing any real urgency to make the changes we've discussed. Do you agree?"

      You definitely want to limit the time you spend with non-buyers.
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  • Profile picture of the author Biz Max
    Originally Posted by DavePalermo

    Being told I charge too much for what I do.
    Then again you get what you pay for....



    Posted from Warriorforum.com App for Android
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    Small Business Marketing & Branding Specialist
    http://BrandWhisperer.net
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  • Profile picture of the author DavePalermo
    What's the biggest problem you want solved when prospecting?
    Answer: Finding clients that need my services instead of pissing in the wind.

    What DON'T you want to have to use?
    Answer: Cold calling. It sucks, it's time consuming and prospects 8 outta 10 times blow you off.

    What do you want to know more about - a particular strategy?
    Answer: I pretty much have that covered. Creativity and thinking outside the box works wonders.

    Tell me, what are the main problems for you when generating leads and why?
    Answer: Weeding out the haters, spammers and people that couldn't care less about what I can do for them. (i.e. craigslist spammers and people flagging my ads.)
    Thank you guys![/QUOTE]


    I hope that gave you a little more insight.
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    • Profile picture of the author arfasaira
      Originally Posted by DavePalermo View Post

      What's the biggest problem you want solved when prospecting?
      Answer: Finding clients that need my services instead of pissing in the wind.

      What DON'T you want to have to use?
      Answer: Cold calling. It sucks, it's time consuming and prospects 8 outta 10 times blow you off.

      What do you want to know more about - a particular strategy?
      Answer: I pretty much have that covered. Creativity and thinking outside the box works wonders.

      Tell me, what are the main problems for you when generating leads and why?
      Answer: Weeding out the haters, spammers and people that couldn't care less about what I can do for them. (i.e. craigslist spammers and people flagging my ads.)
      Thank you guys!

      I hope that gave you a little more insight.[/QUOTE]

      Dave, this is AWESOME! Thank you very much and will help me a lot.

      Keep watching this space because I've got something fantastic for consulting that will be launched in the new year and will blow anyone's socks off

      I'm keeping it strictly under wraps for now but let's just say that NO ONE on warrior forum is doing this
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  • Profile picture of the author arfasaira
    wow thanks Jason - powerful stuff for sure - and I know how that feels as I had the same reactions - sweaty palms, stomach churning, dry mouth, heart pounding and it was horrid!

    But, it's always interesting to know from someone else's perspective that deals with this pretty much all the time. Thanks again!
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  • Profile picture of the author arfasaira
    wow thanks Jason - powerful stuff for sure - and I know how that feels as I had the same reactions - sweaty palms, stomach churning, dry mouth, heart pounding and it was horrid!

    But, it's always interesting to know from someone else's perspective that deals with this pretty much all the time. Thanks again!
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    • Profile picture of the author Jason Kanigan
      Originally Posted by arfasaira View Post

      wow thanks Jason - powerful stuff for sure - and I know how that feels as I had the same reactions - sweaty palms, stomach churning, dry mouth, heart pounding and it was horrid!

      But, it's always interesting to know from someone else's perspective that deals with this pretty much all the time. Thanks again!
      The interesting thing about these reactions is that they are exactly what pro athletes feel prior to the big game:

      PERFORMANCE ANXIETY.


      Let me ask you this: if I hand you a bow and violin, and you've never played before, and I tell you to go out on a stage and play in front of 100 people...or 10 people...or even one other person...

      ...how do you feel?

      Same thing, huh.

      WHY would you expect to feel natural and normal when you're just learning a new skill?

      WHY would you expect calling to be a natural and easy thing to learn and instantly get good at?

      WHY would you be surprised to discover you feel uncomfortable when you begin this new activity?
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    • Profile picture of the author Claude Whitacre
      I dislike networking. I do it, because it's profitable. But striking up a conversation with a person I just met is work to me.

      Cold calling? I just dislike the idea of starting. Once I'm on the phone, everything is OK.

      But I know that this is not the norm. Most people will make several calls (As Jason brilliantly explains) and then the panic sets in. Like running in quicksand.

      Me? I'm not social by nature, so not being in a social situation with a prospect (and cold calling is business) is a plus for me.
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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  • Profile picture of the author rbecklund
    Following up is my least favorite - but it has to be done...
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