Think about it . . .

If you had the cure for cancer, how many cancer patients would you approach each day? The answer — as many as you could.

Do you have the cure for the problems employers and employees face each day? The answer is of course you do. Let’s take a moment and look at the value you create for the clients you serve:

•     Provide education for legislative and regulatory changes.

•     Enhance risk management and increase safety effectiveness.

•     Create strategies to attract and retain top talent.

•     Address employer compliance and liability issues.

•     Reduce burdensome redundancies.

•     Strengthen employee relations.

•     Effectively manage benefit plans.

•     Increase health and wellness in the workplace.

•     Avoid lawsuits . . . and much more.

If you really believe you can create value for the employer and employee, it is your responsibility to approach as many organizations as you can. If you don't, somebody else will.

Your success in sales starts and ends with prospecting.

Call it what you want: Lead generation, business development, canvassing, door-to-door, talking with referrals, follow up from a networking event, asking for referrals or even making the “dreaded cold call.” You can disguise it anyway you want. You are prospecting!

The bottom line with any of these activities is that you are prospecting for new customers, or new business from existing customers. There, I said it, let me say it again. You are prospecting!

Prospects may come from a variety of sources that include your warm or natural market. You may also receive a steady flow of prospects from centers of influence, such as attorneys, doctors, accountants or VIPs in your community. What about referrals from clients or friends?

Skeptics say that prospecting is dead. It’s not. And it never will be. The decision to prospect is yours alone.

Happy Prospecting

For more than 30 years, Kloyda has been creating unique selling experiences that transform the lives of salespeople, prospects and customers. As Founder of The Prospecting Expert and The Producer’s Toolbox, Steve helps his clients. He can be reached at

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