I think one of the best ways to illustrate prospecting in modern selling is to use a finger maze puzzle …
You should have seen one of these maze puzzles before. Several doors go into the maze, but only one will lead to the end at the middle. You follow different paths with your finger or with a pen to try and get it right.
Now in our modern‐day world, each of our prospects and customers sits in their own little maze. Even you, the reader, as a consumer and buyer, will sit in your own little maze.
Each door into the maze represents a method of communication. One door will represent the phone or cold‐calling, one door will represent email, one social media, one face to face, you get the idea. As we all know with these puzzles, only one (or two) doors will lead to the middle, and in the modern‐day prospecting maze, often only one or two doors will lead you to the prospect.
And this is what I call the modern‐day prospecting maze!
Now this is the important part …
EVERYONE IS DIFFERENT! Each maze around each individual prospect will be different. For some prospects, the door that will get you to the prospect in the middle will be the phone. For some prospects, the door that will get you to the prospect in the middle will be emailed. For some, it ...
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