Prospecting the SMART way
If you’re not interested in “dialing-for-dollars” and “churn-and-burn,” then you need to focus on SMART prospecting. S.M.A.R.T. is an acronym, in which:
Source: Jeff Schmidt, RAB
? S stands for Strategic. You don’t want to just pick up a phone and start dialing. You have to have a strategy for your prospecting.
? M is for Methodical. This means consistent and planned behavior, and not something you do in a panic. You should have a methodical, comprehensive system of prospecting.
? A stands for Adventurous. Meeting new people, learning new businesses; this can all be an exciting adventure. Don’t look at it as something you have to do; look at it as an adventure you get to enjoy.
? R stands for Rewarding. Not only can the adventure of meeting new people and learning new things be exciting, it can be rewarding financially.
? Finally, the T is for Targeted. You don’t want to “spray-and-pray.” You want to target your efforts to the people most likely to have the opportunity, or need, to do business with you.
Your RAB has great resources to help you qualify prospects and target your efforts toward the categories that best match your programming. Spend some time on the Research tab of RAB.COM. It’s a SMART thing to do!