This blog is not about a new term for sales prospecting, it is more about what your mindset is when needing more prospective clients.
When your mindset is to “find” or “get you” some prospects you might be focused more on finding people you can get something from.
When your mindset is to find new people you can build a relationship with, it changes from what you can get to what you can give, as relationships require a give and take.
Use the relationships you have to introduce you to new relationships. Get to know other business people without trying to qualify them to buy your products. When you are genuinely interested in others and how you can help them, most people will reciprocate and be happy to help you.
It might surprise you that people that don’t buy from you can be very open to introducing you to someone else. Of course they need to feel comfortable that you’re not upset over not receiving the order or putting a guilt trip about how they own you something. Calm your competitive spirit and focus on the relationship and respect the decision they have made. The character you display in your tougher moments could be the reason you will earn an introduction. They might recommend the other vendor also but who cares. You will now have a new contact that could be your next buyer or lead you to another prospect.
Here is an action item. Contact five people you know or do business with and ask them to introduce you to someone they know that you don’t know. This is not a referral for business it is an introduction, a chance for you to meet someone else. Ask them to introduce you, not just give you their name. The introduction can be via email, phone or in person.