Trust me, I get it – I too have blurred the lines between prospecting and procrastination.
Whether you’re transitioning into a new role where you need to generate your own clients or simply aiming to elevate your current performance from where it is now to where you want it to be, prospecting – which is the most direct route to greater performance – can seem daunting.
However, with the right mindset and strategies, converting prolonged procrastination into proactive prospecting becomes not just achievable but also rewarding.
1. Start with existing relationships
Initiating conversations with people you already have a business relationship with can be a great confidence booster.
They may not be existing clients, but they are warm contacts.
They’re worth tapping into, because there’s potential for future collaboration, which can open doors – either with them or through their networks.
Leveraging these existing relationships can smoothly transition you from a state of hesitation to action, building your confidence to initiate more challenging conversations.
2. Expand your sphere of influence
Don’t have a phone full of existing contacts? If you’re in the early stages of your career, the emphasis should be on growing your network.
Prospecting at this juncture is less about immediate conversions and more about starting meaningful conversations.
Remember, the goal of prospecting is to open dialogues and nurture relationships that could lead to future opportunities.
3. Seek out warm introductions
Reaching out to new contacts can be significantly less intimidating when there’s a mutual connection introducing you.
These warm introductions not only make the initial conversation easier but also increase the likelihood of engagement.
Before making contact, invest time in understanding their business and interests to ensure your conversation is both relevant and resonant.
4. Define your ideal client
Identifying the characteristics of your ideal future client can guide your prospecting efforts more effectively.
By understanding what makes a client ideal for you—be it their size, sector, or geographic location—you can tailor your approach to attract and engage with prospects that align with your business goals.
5. Embrace the process
When you keep in mind that prospecting is a marathon, not a sprint, it helps to alleviate the pressure of expecting immediate results.
Begin with manageable goals, like initiating conversations and gradually expanding your reach as you become more comfortable and confident in your prospecting skills.
Remember, the purpose of prospecting is not to close to deals.
It’s to open a conversation.
Your goal when prospecting should be to have a good reason to be speak again soon.
The bottom line
Prospecting in commercial real estate is an essential skill that requires persistence, strategic thinking, and a proactive approach.
By starting with existing relationships, expanding your network, leveraging warm introductions, and clearly defining your ideal client, you can transform the often-daunting task of prospecting into an effective method for business growth.
Remember, the key to success is to begin and then stay consistent—the momentum gained from taking action and then committed to the process will pave the way for future achievements.
