Successful originators in the commercial equipment finance and leasing industry always have a handful of top relationships that they can count on to consistently provide a flow of new business each quarter. Many of these robust relationships have been supercharged over the past six to twelve months and account for a large portion of a successful originator's production. What may happen if (or when) one or two of these top relationships suddenly disappear? Are you prepared to find, secure, and win new relationships to replace a lost relationship in the future?
I hear originators claim that they are too busy to prospect. Business is so strong that their priority is servicing their current relationships. The lack of prospecting will create future challenges. There is no better time to prospect then when an originator is at the top of his game. Success breeds success. Success creates confidence. Success provides an originator with the tools to build meaningful relationships faster and with more efficiency. Now is the time to seek and win those relationships that may have appeared out of reach just a few months or years ago. Below are a few suggestions for prospecting in a robust market:
Set aside time each week to focus on developing new relationships.
Develop a hot list of vendors and end-users which you believe should be using your services.
Create realistic goals of how many new, meaningful relationships you will add in the next 60 or 90 days.
Focus on your success and prospect by sharing your success with new relationships. Professionals want to conduct business with successful originators.
Focus on prospects that have the greatest potential - stop chasing prospects that no longer align with your capabilities.
There is no better time to develop top relationships then when you are experiencing success.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.
