No new prospects in your database
Typical salesperson: “Can’t find new prospects, our database is stale.”
Me: (blink blink) Can we chat about this for a minute?
The typical database gets stale by virtue of the fact that it’s a database. A static repository of information. It only gets better if you have a way of updating it. (That's a big topic for another day.) BUT… You know what doesn’t really impact your ability to find new prospects? A stale database. Because it shouldn't be your main source of new prospects.
"Stale database" is a typical excuse from a salesperson who isn't evolving. Don’t be typical. Do something different. Be better.
Firms have websites.
People write blogs.
Social media is a thing.
Read publications.
Listen to podcasts.
We still have phones.
The Post Office still operates.
Coffee shops have outdoor seating.
“Instead of looking for new prospects inside your database, go make some friends outside of your database. ”
It's not only more effective, it's also way more fun. People invest with people.
