Good morning!

Sitting at your desk with your feet up while talking on the phone can hardly be called the epitome of prospecting for new business.

Or can it?

When we think of effective prospecting, the image of a sales rep “working the phones” comes to mind. It’s call after call with nothing but voicemail messages to show for it. And yet, there just might be a better, more effective, and as one Sales Vault participant put it, “funner” method.

I was on a Zoom call with six sales reps last week. It was an open sales challenge discussion group and, as I do each week, I started the call with a random question. Last week’s was: “What is your best source of quality leads?”

Everyone said some version of, “Word-of-mouth.”

It makes total sense. Referrals come practically pre-sold. People return those voicemails.

The answer to my next question was shocking: “If that’s the case, how many hours a week are you spending on the phone checking in with customers, friends, and family in order to find and subsequently contact those word-of-mouth referrals?”

Crickets.

I am just as guilty as everyone else. We all do a poor job of practicing the single most effective method of identifying high quality prospects. Is that crazy or what?

So, here’s what I want you to do…

For the next week, find two random people you haven’t spoken with in a while and give them a call. Whether it’s live or on a voicemail message, indicate that you have no agenda; you just want to catch up. Say something like, “Rather than send you an email, I decided just to pick up the phone and call.”

Hopefully, they will do the same.

Then, when you have that conversation, keep it light. When the subject turns to work, talk in general terms about what you are doing, what you sell, and the kinds of customers you service. You can either leave it there or casually toss in, “Hey, if you know of anyone looking for things like this, let me know!”

Two of these calls a day for the next week. That’s my challenge to you. If word-of-mouth is your best lead-generator, grab a cup of coffee, put your feet up on the desk, and get to “work.”