{"id":12938,"date":"2021-11-04T18:38:43","date_gmt":"2021-11-04T18:38:43","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/quiz-what-is-your-prospecting-style\/"},"modified":"2023-11-07T17:47:25","modified_gmt":"2023-11-07T17:47:25","slug":"quiz-what-is-your-prospecting-style","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/quiz-what-is-your-prospecting-style\/","title":{"rendered":"QUIZ: What Is Your Prospecting Style?"},"content":{"rendered":"\r\n

Below, you will find eight simple questions about your personal approach to prospecting<\/a>. From the options provided, choose the answer that most accurately describes your own choices and behaviors<\/a> when it comes to initiating business discussions with new contacts.<\/p>\r\n\r\n\r\n\r\n

Which sentence best describes your prospecting philosophy?<\/strong><\/p>\r\n\r\n\r\n\r\n

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A. What\u2019s a prospecting philosophy?<\/p>\r\n\r\n\r\n\r\n

B. \u201cWork hard, make more calls.\u201d<\/p>\r\n\r\n\r\n\r\n

C. \u201cSocial networks + schmoozing = success.\u201d<\/p>\r\n\r\n\r\n\r\n

D. \u201cI make a point of doing a little bit of everything \u2013 and I consider everything I do, including social interactions outside of the workplace, to be a potential prospecting activity.\u201d<\/p>\r\n<\/div><\/div>\r\n\r\n\r\n\r\n

Which sentence would you say most accurately describes the number of referrals you get each month?<\/strong><\/p>\r\n\r\n\r\n\r\n

A. What\u2019s a referral?<\/p>\r\n\r\n\r\n\r\n

B. \u201cOne or two.\u201d<\/p>\r\n\r\n\r\n\r\n

C. \u201cMore than one or two.\u201d<\/p>\r\n\r\n\r\n\r\n

D. \u201cMore than enough, and I get them consistently because I follow a process for generating them.\u201d<\/p>\r\n\r\n\r\n\r\n

Which of the following options describes your preferred mode of communication when it comes to prospecting?<\/strong><\/p>\r\n\r\n\r\n\r\n

A. Irrelevant. People contact me, not the other way around.<\/p>\r\n\r\n\r\n\r\n

B. Email.<\/p>\r\n\r\n\r\n\r\n

C. Phone.<\/p>\r\n\r\n\r\n\r\n

D. Videoconferencing, supported by other modes as necessary.<\/p>\r\n\r\n\r\n\r\n

Where do most of your leads come from?<\/strong><\/p>\r\n\r\n\r\n\r\n

A. What leads?<\/p>\r\n\r\n\r\n\r\n

B. Marketing gives them to me.<\/p>\r\n\r\n\r\n\r\n

C. Marketing gives me some, and some I generate on my own.<\/p>\r\n\r\n\r\n\r\n

D. I generate them all on my own, either from client referrals or as a result of my own outreach, using information from multiple platforms such as Twitter and LinkedIn.<\/p>\r\n\r\n\r\n\r\n

Which of the following responses best describes your prospect pipeline?<\/strong><\/p>\r\n\r\n\r\n\r\n

A. \u201cUm \u2026 full, yeah \u2026 definitely, definitely full, sure \u2013 but please, please, whatever you do, don\u2019t let my manager try to verify that by reaching out to any of those people. Some of them I haven\u2019t heard from in months.\u201d<\/p>\r\n\r\n\r\n\r\n

B. \u201cTrickling in.\u201d<\/p>\r\n\r\n\r\n\r\n

C. \u201cComes and goes.\u201d<\/p>\r\n\r\n\r\n\r\n

D. \u201cOverflowing with opportunity, and I am comfortable with my boss calling any of them.\u201d<\/p>\r\n\r\n\r\n\r\n

Which of the following methods would you say is your \u201cgo-to\u201d lead generation strategy?<\/strong><\/p>\r\n\r\n\r\n\r\n

A. Sending emails.<\/p>\r\n\r\n\r\n\r\n

B. Making cold phone calls.<\/p>\r\n\r\n\r\n\r\n

C. Interacting on social media.<\/p>\r\n\r\n\r\n\r\n

D. Asking current clients\/customers for referrals.<\/p>\r\n\r\n\r\n\r\n

How many hours per week do you devote exclusively to prospecting?<\/strong><\/p>\r\n\r\n\r\n\r\n

A. 0-4<\/p>\r\n\r\n\r\n\r\n

B. 5-8<\/p>\r\n\r\n\r\n\r\n

C. 9-15<\/p>\r\n\r\n\r\n\r\n

D. 15 or more<\/p>\r\n\r\n\r\n\r\n

How many unscheduled voice-to-voice discussions does it typically take for you to generate a single appointment for a discovery call?<\/strong><\/p>\r\n\r\n\r\n\r\n

A. More than 20 (or: \u201cI don\u2019t ever do this.\u201d)<\/p>\r\n\r\n\r\n\r\n

B. 10-19<\/p>\r\n\r\n\r\n\r\n

C. 6-9<\/p>\r\n\r\n\r\n\r\n

D. 5 or fewer<\/p>\r\n\r\n\r\n\r\n

Now it\u2019s time to score your answers. Give yourself:<\/strong><\/p>\r\n\r\n\r\n\r\n