When we conduct workshops teaching prospecting, we are always concerned about how the participants will actually implement and use the training. Sadly, too often people will learn and practice the skill in the workshop but not make it a new part of their business life once they leave the training.

In a workshop a few years ago we asked the participants, "How many of you will use this method of prospecting?" All raised their hands, which made me feel good. Then I asked the wrong question. "How many of you are willing to be tracked in your use of our prospecting method?" Only one raised her hand. We did track her and she quadrupled her business in 4 months. We were delighted.

A few other members of that class did implement the program and enjoyed the benefits of acquiring new customers.

The concern we want to address is: How do we get Prospecting training from the classroom to the field?

This is where the 3 Laws of Prospecting comes in. The 3 Laws are: