Prospecting isn't the movies

Before revealing below the 10 qualities of actors and telesales agents, and presenting the 11th, a few explanations

A successful Business Development assignment is even better than a film or a theatre performance.

In the cinema: A good script + good actors + good promotion = a good, profitable film
In Business Development: a good prospecting approach + the performance of the prospectors + the ability to find the right contacts = ROI - Return on Commercial Investment

The preparations: prospecting plan and screenplay - not just Storytelling

A theatre or film production requires a Storyboard: the working document containing the elements of the story, the characters' dialogue, the technical information and the staging.

The prospecting plan is drawn up at the start of a prospecting assignment. It contains all the elements of the project: the company, the script and the technical tools to be used: database, telephone, internet, diaries, emails, documentation ...

Both the actor and the prospector understand what is at stake and the situation, and immerse themselves in their role.

The qualities of actors and market developers: on stage, talent and passion are not enough

A successful actor also has sensitivity and creativity, and performs by adapting to the director and to their fellow actors.

To succeed, a B2B prospector also deploys these qualities and must likewise show great adaptability and pay close attention to the people they speak to. Furthermore, like actors, they must be rigorous, serious and persistent

Through verbal and non-verbal expression techniques, they make their character credible.

Off stage: promoting the film or your services

The actor communicates on a large scale and helps promote the show.

A prospector tries to make as many qualified contacts as possible. They will connect all their contacts with one another and, even if they are not active on Instagram like Emma Watson, they will make sure their products or services become known to as many people as possible, through messages, emails, LinkedIn connections....

In short: The 10 qualities of the acting profession...are the same as those of a B2B prospector

1. passion
2. talent
3. rigour
4. seriousness
5. perseverance
6. versatility
7. adaptability
8. listening
9. sensitivity
10. creativity

There will always be room for improvisation because, while people cannot anticipate every situation, they can prepare to approach them with complete confidence... and that is the 11th quality: confidence in oneself, in one's customers and in the tools one uses every day.