Priming The Prospecting Pump

In yesterday’s post we discussed priming the pump in a well to insure a continuous flow of fresh water to a family in the country.

Today, we will talk about applying that principle in your prospecting.

The first step in priming a well pump is pouring water down the pipe.

Don’t you know that whole idea had to seem crazy the first time it was tried.

John: “We sure need to get some water up out of the ground and into the house.  I am tired of cranking the rope to pull that bucket up out of that hole.”

Jim: “I’ve got an idea.  Let’s pull a bucket up out of that hole – and then pour that water down this pipe until it gets full.”

John: “Jim.  Have you been out in the sun too long?”

So, as you begin to read – your first thought might be similar to John’s.  But hang in there.  The principle is sound.

There are new prospects in every sales scenario that are willing to grant some of their time to any sales person who asks.  If you make enough calls, you will certainly find them.  That is the equivalent of cranking the rope to pull up a bucket of water.

But priming the pump actually will increase that percentage.  And of course, raising that percentage results in a more effective process and higher earnings potential.

Think about priming your prospecting pump.  Bring value to the prospect – prior to asking for anything.

1. If in a B2B environment – research your prospect’s business.  Gain insight into what is affecting their business climate now.  Search the internet for articles about them and about things that may be helpful to them.  Look for awards and accolades they have received.  Copy articles of use and be ready to share them with your contact.
2. Research your contact.  Do similar searches that are mentioned in step one – but geared toward your key contact.
3. Make connections in social media settings such as LinkedIn, Facebook, Google+, Pintrest etc.  Look for connections that you may have in common and ask that common connection to introduce you to your prospect.  Send appropriate material to your prospect based on the environment of the media: an article about a business issue or award received is totally appropriate in environments such as LinkedIn – but on Pintrest, you may be better served by seeing what their interests are and pointing them in a direction that matches well.
4. Drop off (in person, if possible) or mail articles or incentives that would  be of interest to your prospect.

“The goal of priming the prospecting pump is simple – connecting the good feeling that your contact enjoyed from the interaction – to you and what you bring to the table.”

Prime the pump at least three times before you ask for anything.[lightbox link=”http://jeffcwest.com/wp-content/uploads/2014/07/gift.jpg” thumb=”http://jeffcwest.com/wp-content/uploads/2014/07/gift.jpg” width=”300″ align=”right” title=”gift” frame=”true” icon=”image” caption=””]

Be creative.  Don’t let the process get too drawn out.  But find ways to bring something of value prior to asking for an appointment or for a sale.  You will find that the number of people who take the next step will increase.

QUESTION:  In your industry, what are the ways you can bring value to your potential client in the prospecting process?