Imagine this: a small business owner creates and implements a prospecting plan. As they move forward, they start realizing results. Those results include meetings with prospective clients, proposals, and sales. The busier they get, the less they prospect. As a matter of fact, they pull back from active prospecting. And they might not even realize they are doing it!
Does this sound familiar? It just might. Every day small business owners are scaling back their prospecting plans for various reasons. Some of them don’t realize they are doing it. Others make an intentional decision to slow it down. Their thinking is that they have a lot in the pipeline and if they keep prospecting, they’ll end up having to turn business away. These folks also feel like they’d be lying if they kept prospecting while they have opportunities in the funnel. And the third group slows down because they now feel comfortable. They breathe a sigh of relief. They think they can slow down because they’ve got business.
How Discomfort Creates Progress
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