Prospecting is a dreaded word for some new business managers. However, it is unavoidable for those who want to proactively grow their rent roll.
Everyone would much rather rely on the easy wins – referrals, word of mouth, even sales leads. However, in order to get ahead of the curve and generate more leads, we have to prospect.
But why do we avoid prospecting and find every excuse not to? Prospecting is hard work. That’s a fact as is the fact that no one likes to hear the word ‘no’.
The key to shattering these excuses is understanding that it’s all a numbers game. Recognise that every ‘no’ you hear brings you one call closer to generating a lead and making an appointment. There will be a reward for your efforts, but consistency is the key. The more you prospect, the more comfortable and confident you will become in your ability. It’s all about mastering your skill.
So persevere. As your skill improves, so will your ability to generate leads and secure appointments. Which only means one thing – your results will also improve.
And remember, if you don’t ask, the answer is always no.
ABOUT THE AUTHOR
Lauren Kirk is the general manager of training and consulting at Real Plus.