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April 27, 2014 by Lorraine Garvie · When you are learning to generate leads you need to learn how to prospect.
There are several key aspects which can help you develop this skill automatically and improve the number of clients and customers you generate with your time. The start of a good prospecting process is to produce a list of people who would be interested in your services.
Each contact should have been qualified so you know you will not be inefficiently spending your time, and theirs, by contacting them. In order to ensure you are pitching yourself at the right level you need to be asking questions about the prospect’s present situation. This also serves as another way for you to qualify those on your list to ensure they are in need of your services.
Standout from the crowd by ensuring you are identifying your unique selling point and your value proposition. The major focus of prospecting is not necessarily about generating a sale that day, but about forging a co-operative relationship which can develop into a client-provider relationship in the future.


If you can show concern for them, they are more likely to be interested in you and what you have to offer. By showing you are thinking not just about their custom, but about your relationship, you are more likely to generate positive responses from your communications with them. Lorraine has been my Business Coach for over 6 months and in that time I have seen my business progress much further than what I had envisioned in that time period. Prospecting is a critical skill and if you get it right you will generate enough customers to ensure your time prospecting is well spent. This list can be generated from a number of sources including those who have interacted with you on social media, email newsletter signups, web visitors, referrals, current client contacts or networking.
Make sure you havea strong introduction and grab their attention from the beginning to guarantee a smooth process of prospecting. For example, what are their recent problems and what solutions are they currently looking for?
It also allows you to tailor the information you give on your services to be the most relevant to each client or group of clients. Therefore don’t be overly pushy in your sales speech and instead ask when you can next contact them to see ‘how they are getting on’. Don’t forget potential clients as soon as you have spoken to them, think of new and innovative ways in which you can keep in contact.


Lorraine gave me the confidence and ideas to kick start my first networking and motivational event for Fusion Life. Five large beauty rooms  with light and bright reception and nail therapy area with shopping centre frontage.
Ensure that you are utilising every method you can to reach out to those who could be interested. Be clear and concise about why you are contacting them – but don’t go into too much detail, this can wait until later.
Many sales people don’t do this and it can cost them business as they are unable to differentiate themselves from other organisations providing similar services. If you feel nervous, be assured it will soon go once you have got the first few out attempts of the way. This can include sending thema Christmas card or wishing them a happy Easter if you know when they are going. Separate office lunch room and store room fully equipped with washing machine and condenser dryer in addition to all other professional equipment required to service clients needs.



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