Prospect Smarter:

Take Control of Your Results

In the commercial equipment finance and leasing industry, consistent growth comes from consistent smart prospecting. If your results aren’t where they should be, it is time to refocus your efforts with strategy and discipline.

What Does It Mean to Prospect Smartly?

• Pursue vendors you can actually win. Don’t waste cycles on accounts that are not a true fit. Identify and approach vendors and end-users that are primed for the kind of service and solutions you provide.
• Align with your funding capabilities. Focus your efforts on business that fits within your current credit box. Efficiency begins with working inside your strengths.
• Have a marketing plan—and execute it daily. Success follows structure. Prospecting without a plan is gambling. Set your goals, define your activities, and hold yourself accountable every day.
• Define your perfect client. Be laser-focused. Know what an ideal customer looks like and pursue those opportunities relentlessly.
• Aim for 90/90. Strive for 90% approval and 90% funding ratios. Say no to inefficiencies. Every unqualified deal drains your time and focus.
• Highlight your best. Stop talking about your lowest common denominator. Talk about your strongest, most successful transactions. The deals you highlight are the ones you’ll attract more of.
• Lead with expertise and confidence. You are not just selling financing—you are selling you. Your knowledge, your experience, and your commitment to excellence should set you apart. Act like it’s a privilege to work with you—because it is.
• Believe in what you offer. When you believe in your product, your team, and your process, your confidence becomes contagious. Vendors and end-users can feel that energy.
• Don’t commoditize your offering. No one else has you. Your personality, your follow-up, your integrity, and your hustle are part of the value.
• The market needs you. There are vendors and end-users right now who need your solutions—but they don’t know it unless you contact them. So do not wait. Engage. Educate. Execute.

Wheeler Business Consulting is working with individual originators and sales teams throughout the industry to ensure that they are well positioned in the market, capturing their fair share of business, and outperforming the competition. To schedule a one-on-one meeting contact Scott Wheeler at: scott@wheelerbusinessconsulting.com

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This "Sales Tip" is provided by Wheeler Business Consulting. 

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Phone: 410-877-0428 

email: scott@wheelerbusinessconsulting.com