According to author and consultant William “Skip” Miller, the Law of Prospecting has two main tenets: 1) If you want to have customers in the pipeline, you have to prospect, and 2) if you want good prospects in your pipeline, you have to do it yourself.

“Many salespeople would rather do anything other than prospect…and they will come up with every justifiable reason in the book why today is not the right day to prospect – the stars are not aligned right, the marketing material is inadequate, or they are just not yet ready to do a good job at it,” says Miller in his book ProActive Selling (AMACOM, 2003).

Miller adds that effective prospecting depends on mental attitude and belief.

“There are tactics that can be used to be good at it, but salespeople who are good at prospecting believe that they are good at it,” says Miller. “In reality, they may be mediocre, but if they really believe they are good and constantly work at being good, that enthusiasm comes across to the prospect. Prospecting is easy if you have the right attitude and goals in mind.

“Remember that nonverbal communication comes across the phone in volumes. Sit up when you are prospecting at your desk and smile. Prospecting should be fun” adds Miller. “You are trying to contact someone who is going to make you money, and you are going to make him money. Have a good time.”

William “Skip” Miller is president of M3Learning, sales and marketing company. For information online, visit www.M3Learning.com.