• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • Weekly Sales Tip
  • |
  • 303-741-6636
kla-logo

KLA Group

IT Sales and Marketing Agency

Menu
  • SERVICES
      • Digital Marketing
      • Custom Website Design
      • SEO Consulting
      • Email Marketing
      • Content Development
      • Marketing Coaching
      • Software Development
      • Our Process
      • Revenue Generating System
      • Digital Marketing Services
      • Sales Training & Coaching Programs
      • Sales Training Programs
      • How to Cold Call
      • Consultative Selling
      • Email Prospecting
      • How to Ask for Referrals
      • Lead Generation Training
      • Sales Coaching
      • Sales Process
      • Sales Hiring Coaching
      • Outsourced Sales Management
      • Sales Assessment
      • Contact Us
  • WHO WE SERVE
    • ConnectWise Evolve
    • IT Managed Service Providers
    • IT Solution Providers
    • Sales Consultants
    • B2B Companies
    • Phone System Providers
  • ABOUT KLA
    • Who We Are
    • About Kendra Lee
    • Hire Kendra Lee to Speak
    • Meet the Team
  • BLOG
  • RESOURCES
    • Books by Kendra Lee
      • The Sales Magnet
      • Selling Against the Goal
    • Ebooks & Guides
    • Events
    • Weekly Sales Tip
    • Thoughts About Generating Revenue
    • Coffee with Kendra
  • Contact us

Are You Putting Too Much Pressure on Your Prospecting?

Last updated June 23, 2022 Categories: Sales Prospecting, Sales Strategy
magnet persistence

Prospecting for new customers can be easy or difficult. As I’ve written in my book and dozens of articles, working at it consistently, providing value prospects, and having a little fun can go a long way toward your success. Even with that being said, however, I often find that salespeople unintentionally make lead generation harder than it has to be.

I’m not talking about techniques you use to find new clients. I’ve given you tons of suggestions for those. I’m talking about the mindset you take into the process.

Simply put, many salespeople put too much pressure on their calls, emails, and other prospecting activities.

How do you do this? By judging the success of your prospecting activity on the number of appointments they generate. Obviously, this makes a great deal of sense on a certain level, since appointments typically lead to sales, and that’s how most sales reps are evaluated.

What is easily forgotten, however, is that there are a lot of different things that can happen between an appointment and a flat-out rejection… and in fact, some of them might not be things you even notice at the time.

In other words, there are things you can do to bring yourself closer to a future sale that don’t necessarily involve setting an appointment.

For instance, suppose you send an email to a top prospect, and although they don’t agree to meet with you, they do look at one of your articles or white papers. It might seem like you’ve come up short of your goal, but what if:

  • You left an impression in the prospect’s mind?
  • They tell you they aren’t ready right now, but please call back next quarter?
  • They appreciate your ideas and agree to meet with you in 4 months, partially as a result
    of those steps you took today?

Taking the long view can help you realize that setbacks aren’t necessarily the same as a failure.

I think more salespeople and business owners should view prospecting and lead generation in the right context: Your job is to start forming relationships with potential buyers. While it’s certainly nice to have them agree to meet with you right now, it’s not an absolute necessity for you to consider the call or email a success.

Holding on to that mindset can change not only the way you feel about your prospecting, but also the results you get from it. Why? Because 10 hours spent cold calling, for example, could easily yield only 12 contacts, and two actual appointments.

Those numbers can seem pretty bleak when you view them on their own. But when you stop to think that each of those dozen prospects is now that much closer to doing business with you, and that many more could be more receptive to hearing from you in the future, you realize that your hard work is going to pay off. Those prospects will become customers sooner or later. That attitude, in turn, can help you bring the right amount of energy to task.

Prospecting can seem really unrewarding, if you’re using the wrong set of measurements to weigh your progress. Setting appointments will always be important, but I would encourage you to look past the obvious. There’s plenty of pressure to go around for any salesperson; learn to see your prospecting in the right way, and you’ll find more new opportunities than disheartening percentages.

Primary Sidebar

Join Us

6 Marketing & Sales Strategies To Fill Your Pipeline Fast Kendra Animated

Buyers are hesitant to spend money, but you can still fill your pipeline.

RSVP

Get Your Guide: Build and Protect Your Sales Funnel

KLA 45 Ways

Use these strategies to protect your current clients while generating new leads.

Download It Now

Find Us On Youtube

Get Connected


Get Connected

Categories

  • B2B Lead Generation & Marketing
  • blog
  • Christmas Parodies & Holiday Blogs
  • Email Marketing
  • General
  • Lead Generation
  • Revenue Generating Success Strategies 
  • Revenue Generating System
  • Sales Hiring
  • Sales Prospecting
  • Sales Strategy
  • Sales Tips & Tricks
  • Sales Training Development
  • Selling in Pandemic
  • SEO
  • Success Strategies
  • Videos
  • Website Design
  • Winning New Customers

Footer

Services

  • Digital Marketing Services
  • Sales Training
  • Sales Process
  • Hire Kendra to Speak
footer-logo

Resources

  • Blog
  • Coffee with Kendra
  • Events
  • Ebooks & Guides
  • Newsletter
  • Weekly Sales Tip
  • Books by KLA

About KLA

  • About Us
  • Who We Serve
  • Revenue Generating System

Contact Us

Call +1 888-305-0471Contact Us

Join Us

Subscribe OptionsCoffee With Kendra
  • Privacy Policy
  • Sitemap

© 2023 KLA Group. All Right Reserved.

Be the first to know about our sales and marketing webinars

You could be generating more revenue.

Get proven sales and marketing strategies that help you generate more revenue, hit goals, and grow your businesses during our Coffee with Kendra webinars.

Get On the List

Let us know which invites you want to receive and we’ll add you to the list.

Name(Required)

Talk with an Expert

Name

Lead Generation Syllabus

Name

Sales Coaching

Name

How to Ask for Referrals Syllabus

Name

Email Prospecting Syllabus

Name

Consultative Selling Syllabus

Name

How to Cold Call Syllabus

Name