027 Hunting or Farming
Subject: Are You Hunting or Farming
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What is your sales team doing? Hunting or Farming?
When I talk about hunting, I am talking about going out and aggressively finding those businesses that can answer positively to these 3 questions:
1/ Do you have a want for what I am selling?
2/ Are you in a position to make the decision?
3/ Are you ready to buy?
Hunting means you are out actively looking for those who want to buy now.
Farming on the other hand is trying to stay in front of the prospect, getting them to remember who you are and what you do – so that when they are ready to move and they have a real want, they will take action with you.
My answer – 75-80% of your prospecting time should be spent hunting, and the remaining 20% spent farming.
Up to 90% of the farming can be handled by technology.
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