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On the hunt for prospects?  Here's a checklist - part 1
Graham Hawkes

On the hunt for prospects? Here's a checklist - part 1


You need to be constantly on the lookout for new business, so here are a few pointers:

I believe that everyone is a potential client.

You can’t go around all day hoping that a new client or customer will trip over you.  Look at everybody you come into contact with as a possible client.  Steer the conversation around to business and don’t be shy to tell them what you do and that you are always looking for new business.  Even if they’re not interested, they may know somebody who is.


I frequently strike up conversations with strangers and share my business with them.

Really, an extension of the last point.  Now, you don’t go up to a complete stranger on the street and start sounding off about yourself.  This point assumes that you are firstly in a business environment.  Then, make the first approach to introduce yourself.  Again, you never know who else that person may know. 


My personal marketing plan includes attending regular networking events.

I have thrashed this point before, many times.  If you don’t network, you are assigning yourself to seclusion.  Most New Zealand towns run on networking – knowing who is in the business community where not only you can help them, but they can help you.  If you don’t join in you are missing countless opportunities.


I introduce myself in a way that makes people ask me “how?” or “tell me more”

It’s no good introducing yourself as Joan Smith, and then shutting up.  Firstly, you should have a name tag on so you don’t need to tell your name – and get one made to wear if the networking organisation doesn’t provide them.  I always wear mine whether or not there is another one on offer because it stands out from the others.  Next, you need that one sentence phrase up your sleeve to sell yourself to the person you have just met.  For instance, I am either a sounding board for people in business, or I help people make more money from their business, depending on how the mood takes me.  You then have a platform for the other person to ask more about you.


I follow up with prospects within 24 hours

You’re going to meet with plenty of people if you follow the previous steps.  That means, you have a pile of business cards, so don’t waste them.  Email the people who gave them to you, write to them, even phone them if they’ve shown particular interest.  And add them to your database which gives you a reason to contact them, because the law says you must not do so without permission.  I always ask for that when I first take their card, so that when they get my newsletter, it is not a surprise – and I forward my previous newsletter with that first email contact.  And if you don’t have a newsletter, just email reminding them that you have added them to your database.  It won’t be long before you have enough of a list to make a newsletter worthwhile.

So – 5 little pointers to get yourself a ton of prospects over time.  Need to know more about how to go about it?  Give me a call

(inspired by a Winston Marsh newsletter)

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