How many of you guys are prospecting for new clients now? Im not talking about sending out christmas cards or anything like that. I decided i am going to start prospecting for clients, but in a slightly different way than most people in most industries are. Let me give an example. I recently set up a new business line for my company. Great. Within a week i receive probably 10 phone calls for merchant accounts. When they call me they tell me all about their services and what that service can do for my business. So what i say to myself. Every single one of those calls sounded the same, all from different companies. I didnt even finish listening to all the messages i had gotten. "So whats this have to do with lawncare" your asking. How do these companies even know im interested in a merchant account? They dont. They just start right in and throw their business upon you. The same with anybody trying to make a cold call. What if instead they asked you, "What do you take into account when your selecting a merchant service provider?" This would probably throw some people off guard. I would be more willing to talk to someone, or even consider someone for business, that wanted to know my needs, and what i wanted to have done. What im proposing to do is to call up a number of businesses each day and prospect. Im not going to be telling them what i do or what services i offer or what makes me better than the next guy. They hear that all the time. Im going to be asking them questions. Things like what they look for in a lawncare company, how they determine who they choose. Is it price? Is it company background, refrences? I believe this will make you sound more personable and like you have a genuine interest in them. Not only that but you will now know what businesses are looking for. You will be better prepared to make a presentation and to sell yourself to them. I will be making scripts that i will use in my prospecting. I plan on starting on this following Monday. I got this idea from my grandfather, who is a real estate agent and mortgage broker. I had been wanting to contact the property managers of businesses, but really did not know what to talk about. I had a discussion with him tonite, which was rather enlightening and hopefully you may think so as well. Sorry for the length of post, maybe some of you will be intrigued. Please feel free to ask any questions or leave any comments.