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Custom Growth Solutions, LLC | Sandler Training | Oklahoma City, OK

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Your time is valuable. So when prospecting, you obviously want to make the best use of that time. If you’re mostly using passive prospecting techniques and don’t like wasting time, you’re making a huge mistake.

Instead, the prospecting activities you invest time in should be active.

What qualifies as an active prospecting activity?

Simply put, an active activity means that you’re in a situation where you can quickly determine if someone is qualified to do business with you or not.

Active prospecting has a lot in common with S.M.A.R.T. goals. S.M.A.R.T. goals are:

  • Specific
  • Measurable
  • Attainable
  • Result-oriented
  • Timely

Similarly, active prospecting should be measurable, have results you can track, and be activities you have control over.

Contrast that with passive prospecting. With passive prospecting, you’re waiting for someone else to make the first move. Consequently, you have very little control over the process.

Ready to do some active prospecting? Here are some activities that are extremely active.

Cold calls

These are extremely active. You’re in charge of how long you spend cold calling, and how many people you talk to. If you go into it with the goal of getting appointments, you have a clear, attainable goal.


Asking for referrals is another active prospecting tool. Whether you’re calling prospects, strategic partners, friends or family, you control how many people you’re asking for those referrals.

Following up on the referrals is active as well. Once you have a name and phone number from your contact, you’re the one who’s in charge of contacting that person.

Networking & Strategic Alliances

This is not only networking events, but literally building up your network of contacts and strategic alliances. If you’re not in an actual sales meeting, work on your network!

And remember Emerson’s law of compensation. If you want to get more, you have to give more. So find ways to help people out that you network with, and they’ll be much more likely to be comfortable doing business with you and referring others to you.

Ready to start building up your sales? Get started with active prospecting!

© 2012 Sandler Systems, Inc. All rights reserved.

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