1.    Identify who your ideal client is. Size, niche, location, small company, corporate services account, multiple locations, outlot user, etc. Really know everything about who your ideal client is – it makes it easier to identify them.

2.    Develop a highly targeted prospecting list of ideal prospects (100-500). You will need to set aside significant time away from the phones and email to do this.  There are many resources available to help you. Some are free and some have a fee attached.  Get as much of the contact information as you are able to.

A few to get you started are:
a.    CoStar
b.    LoopNet
c.    Your Business Journal
d.    Google
e.    Association Membership Directories to the organizations your prospects belong to
f.    ICSC Member Directory
g.    Public Libraries often have fee access to things like:
i.    D & B
ii.    Lexis Nexus
iii.    Salesgenie
h.    ProspectNow.com

3.    Develop a “Touch” program and a process to track your activity – a spreadsheet is a good tool for this. You will need to know how you intend to reach out – phone, door knock, email, letter, etc. By measuring your success you will be learn what to expect. I.e.: Snail mail letter, email, snail mail letter, email, snail mail letter, email, call, call call.

4.    Know what your offer of help is and be able to clearly communicate it. Don’t be salesy. If you have a specific process you use, name it. Write it out and memorize it – your elevator speech; aka 30-second commercial.

5.    Schedule large chunks of time for prospecting twice a week (3-4 hours with 15-minute breaks once or twice) rather than 60-minutes each day. It’s too easy to say I’ll do it tomorrow when you have it scheduled daily.

6.    If the prospect says “no”, move on. Do not press for an appointment. If there is no need for your services in the near future, don’t press for an appointment. Your time is better spent identifying a prospect that needs and wants your service.

7.    Tape yourself and listen to see if you were authentic – yourself. Or, were you salesy and awkward or boring?

8.    Always be in a “Disqualifying” mode. The trick of successfully selling is to get to a no. And often times it is you who will have to say no. Life will be easier if you qualify really really well.

9.    Understand it really and truly is a numbers game (sorry). You need to have enough people on your list so that a handful will stick. Keep a record of your effort and results so you can measure your success.

10.    Don’t give up. It’s called work for a reason. Once you truly develop a prospecting habit and incorporate into your routine it becomes easier. Also, it takes time to see results and most of your competitors will give up before they see success.

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