Prospecting: Set, Get, and Jet
Let's dive into a crucial aspect of sales that even the pros keep at the core of their routine: prospecting. You might be surprised to learn that even my top earners, those raking in high six figures, are prospecting 75% of their own deals. That’s right, they don’t just rely on leads handed to them; they go out and make it happen. This proactive approach is essential, but to do it effectively, you need a rock-solid system in place. That’s where my "Set, Get, and Jet" method shines. It’s simple, it’s efficient, and it seriously delivers.
Set the Appointment
First things first, let’s talk about the “Set.” Here’s the deal: your first goal on any initial call isn’t to sell the product, it’s to sell the meeting. Too many reps waste precious minutes beating around the bush. Not me. I go straight for the calendar. The quicker you lock in that meeting, the less likely they are to back out or get sidetracked by another shiny offer.
Get Key Qualifications
Once that meeting’s on the books, it's time for the "Get." This is where you ask a few crucial questions to make sure they’re the real deal. Who’s the decision-maker? What’s their budget? Got any pressing needs? This isn’t 20 Questions; keep it tight and targeted. You’re just ensuring the lead is worth your time when that meeting rolls around.
Jet - Move On
Finally, the “Jet.” This part is about knowing when to hang up. You’ve set the meeting, you’ve qualified the lead, now get out of there! Keep it brief, keep it bright, and leave them wanting more. The longer you drag on, the more you risk losing their interest—or worse, talking yourself out of an appointment.
Why It Works
This method keeps my calls short, sweet, and super productive. It’s about respect—both for the prospect's time and my own. Since I’ve started coaching to "Set, Get, and Jet," my team’s days are less cluttered, their conversion rates are up, and their meetings? They're only with folks who mean business.
So, give it a try. It might just change the game for you like it did for me. And when you do, drop a comment below. I’d love to hear how it’s working out for you!
