Finding people to become involved in your business, buy products or sell products is absolutely vital if you are to grow your business and it is just like fishing.
Cold calling is traditionally the way to find customers in the business world but you don’t need to do that. You certainly have to find and enrol people that will fit into your business.
Trawling is one of the best ways to find people which is where fishing comes from.
- Rod and line
- Fish wherever you find water
- Reel them in
With fishing you prepare your rod and line. Buy your bait and prepare your hooks. Then you go wherever there are fish. You throw out your line with the hook and bait. You get ready to hook the fish as soon as you get a nibble. Then it is a game of cat and mouse as you slowly bring home the fish. It can be quick and it can be slow. Some get away, some are too small and some are just perfect for taking home to the cooker.
Sometimes we never get a nibble and that’s life. Prospecting for people is very similar.
First you become as knowledgeable about the business as possible. You prepare questions that can open up listening. Always questions about them. Typically: “What do you do?” Simple and effective. The content and manner of their answer will tell you if they are listening or not. If they ask you the same question you then you can deliver your one liner. So learn your one liner until you can deliver it in a confident and enthusiastic manner because you have to be ready and it has to sound authentic. You prepare other similar short and clear statements that may get people interested. Enough to ask you for more information.
The process now is the same as fishing. You slowly reel them in through more contacts or business meetings. Some you win and some you won’t. In every case the whole process can be fun. Always end on a positive note so it is win/win for everybody.
Every time you fish is an opportunity to learn. Further develop your one liner, any other statements and your approach based on your experience. You will improve and you must remember fisherman often come home empty handed. Eventually will increase your catch.