This is Stevea Robbins.

Welcome to the Get It Done Guys, quick and dirty tips to work less and do more.

No matter how you define success, effective prospecting is the key to reaching it every time.

You could be a consultant seeking clients, a job hunter seeking employment, or a member of a

polycule seeking additional polyamorous family

units. All of these require good prospecting. Bernice, owner of Green Growing Things plant

stores, has decided it's time to enter the corporate market. Her carnivorous plants, especially the

Audrey Too's, have been a huge hit with consumers. She's built the company this far through

direct-to-consumer outreach, but corporate clients are an entirely different matter.

She'll need a concerted, systematic effort in order to make a name for her business in the

corporate world. That means being as rigorous with her prospecting efforts as she is with her

yoga practice. Her year-end goal is mastering the prospecting equivalent of the Bird of Paradise Pose.

And if you don't know what that is, look it up, if you dare.

Prospecting isn't as simple as it seems from the outside.

It involves not only finding prospects, but reaching out to them, tracking the results,

and following up regularly.

Most people, and by most people,

I mean me, tend to intermingle these phases. They'll randomly go to a conference, randomly

meet some people, and randomly follow up, and then they randomly wonder why they aren't

randomly getting more random business. These steps take most of the random out of prospecting

and replace it with something much more on purpose.

Step one, generate prospect sources. Bernice is smarter than most people, and by most people,

...