Have Car, Will Prospect

Good morning!

Many moons ago, when I was a street sales rep schlepping business forms in Worcester (pronounced, “Wuss-tah”), Mass., I drove with a handheld tape recorder (first cassette and then digital) on the shotgun seat next to me. If I came upon a potential opportunity, I would reach over, hit "Record," and speak the name of the company. The recorder lasted about a year before it needed to be replaced. Back in the day, we called that, "Prospecting by driving around."

Does anybody still do that?

At exit 12 off of Rt. 3, the main drag between Cape Cod and Boston, workers have been busy building something. At first, we thought it was a Starbucks. That made sense since it was right next to the highway. Then, we guessed Panera, but quickly remembered there was one on the other side of the street not far away. It wasn't until they put up the lettering that we learned what was being built was a Convenient MD Urgent Care doc in a box where you can go with your sniffles but not for a lobotomy.

Why is this relevant?

Roughly 18 months ago there was an article in the Wall Street Journal that talked about how hospitals are building emergency room facilities on the street corners of major cities. Not long after I read that February 2018 piece, I saw that exact thing in Dallas. It made sense, being a major city in all. But exit 12 off of Rt. 3 is on the corner of Pembroke and Marshfield, two towns that collectively would barely be able to field a football team, much less be considered a major city.

What's going on here?

I'll leave the answer to that last question up to you. The point in my sales tip is to encourage you to pay attention. The best prospect and potentially your next client could be in that building you drive by day after day. It doesn’t have red flags on it or arrows pointing to it. You will need to stay curious and find it yourself.

If you needs sales and are willing to put in the work, go to BillFarquharson.com and click on the “Training” link in the header. If you need sales but lack the commitment for that program, buy my 25 Best Print Sales Tips Ever on Amazon.