I Tried Permission-Based Openers… Here’s What Happened | Donald Kelly - 1887

You're having wonderful discovery calls, but stakeholders are taking forever to get back to you. This tends to make deals move like molasses in winter. What if I tell you that you're going to have to get a bit creative to accelerate deals through the pipeline? Rebecca Kravitz, sales professional and co-founder of Meople, is here to share how games can grab prospects' attention and help increase deal velocity. Check it out and move deals faster with this unique method.Meet Rebecca KravitzThe concept of using board games to capture prospects' attention comes from Rebecca and her co-founder creating a game for her grandfather's 80th birthday. After seeing how amazed he was by it, they decided to build customizable gaming software for the B2B world.She believes that sales is all about active listening and understanding the challenges, needs, and persona of the buyer. Board games allow companies and sellers to listen to their customers and provide solutions to them. Bringing Gaming Into the Sales ProcessRebecca says it’s best to bring gaming into the sales process at the beginning, immediately following a call. You can provide a demo so they can get a feel for the customized board game and how your product benefits them.Another perfect time to use it in the sales process is when the deal is stalling and you need to make it move faster through the pipeline.Also, you don’t have to come up with the game rules; Meople does all of that for you.How Can Meople Help Close More Deals?Building customizable games for your prospects—how on earth is this better than traditional sales methods?Rebecca shares that Meople is like a specialized gift for your prospects. The more thought you put into a gift, the more it resonates with the person receiving it. Your prospects see that you’re putting care and effort into their problems and trying to help them solve them.“Sales is all about trust and relationships. Making something that shows you care helps create authentic relationships.” - Rebecca Kravitz.ResourcesLearn more about gamefication in sales at Meople.co. Connect with Rebecca on LinkedIn and Instagram. Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2.  This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3.  This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to...

Sales and marketing teams? Sometimes, they clash like siblings, which tends to hold companies back from hitting their goals. Getting every single seller in the company to have that CEO-level drive? That's a whole other challenge.Is there a way to tackle both of these sales challenges with one simple move? My guest, Garrett Mehrguth, sales and marketing expert and founder of Directive, says yes. He's here to break down how getting sales and marketing on the same page can actually empower individual sellers to think and act like the CEO. Tune in to hear how this alignment can make some serious magic happen.Meet Garrett MehrguthGarrett Mehrguth founded Directive in 2013, which is the largest independent B2B performance marketing agency in the world. Today, Directive boasts a diverse team of more than 130 professionals, located around the world, including the USA, LATAM, Canada, and London, servicing brands like Dropbox, Wiz, AWS, and Gong.He believes true company growth only happens through sales and marketing team collaboration. When both teams ask questions and follow up, they can start thinking outside the box to find leads and close deals.Collaboration FoundationWhat’s the first step to get sales and marketing teams working together? Garrett says sellers need to start attending the weekly marketing meetings.Don’t just say you need to spend more time cold-calling to meet quota; the meeting may help you learn how to perform better with inbound sales and develop solution-selling skills.Not only do you have to understand your product, but you also have to understand your customer and articulate the product’s value to them.Sellers who attend the marketing meeting will be able to bridge the gap between how both teams convey value to leads in their messages.Paid Social vs. Search in the AI WorldGarrett suggests considering paid search as someone in marketing and paid social as someone in sales to understand the difference.He also shares how sales reps tend to believe that paid search ads are better due to their win rates. However, you could probably become the seller of the year by learning how to do more value and solution selling from outbound and paid social methods.Sales & Marketing Account-Based SellingGarrett built his business based on sales and marketing teams using the same account list. Six years ago, with 10,000 accounts to reach, he directed his sales and marketing teams to use account-based selling.He shares why he is so passionate about this sales method and why sellers do themselves a disservice by not being obsessed with the product.“You should know the product better than anyone. The second you become the most obsessed person with the product is the second you get promoted, and the second you start hitting quota.” - Garrett Mehrguth.ResourcesConnect with Garrett on LinkedIn.Learn more about his company at Directive Consulting.  Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2.  This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not

The first ten seconds of a cold call will have your heart racing faster than a cheetah on a hunt.What do you say to keep the prospect from hanging up? How about trying a cold call opener?You might have tried them, but they didn’t work out. You probably weren’t using permission-based openers, and I’m going to tell you how to do them the right way in this episode.Cold Call Openers Give Prospects a Way OutCold call openers do work, and I recently tried them out. Actually, I tried them out a few times, and they usually work out well.What I do differently is give the prospect an option to end the call. It helps them feel they have a way out when they decide to leave.Think of it as you’re at the movies and know the emergency exit is right beside you. Knowing this gives you comfort in case you have to hurry up and leave.Permission-Based Openers WorkIf you don’t believe me on permission-based cold calls, then believe the stats: It lowers resistance:Permission-based openers, such as “Did I catch you at a bad time?” have a 40% increased rate on cold calls than those that dive straight into the pitch.Builds trust quickly: When you tell them you’re doing a cold call, you become more trustworthy and less seen as a pushy seller. Prospects actually appreciate transparency, and 88% of them say that trust is the key factor in who they buy from.Gives the prospect control: Letting them say yes to you asking for permission to continue with the call creates this micro-agreement that continues throughout the sales process. Research even shows that a small yes will increase compliance with further requests by over 60%.Permission-based openers also take the pressure off you from trying so hard to convince prospects to stay on the phone. They permitted you to stay on the call, so now all you have to do is let the sales process flow through.“I definitely think cold calling works. There’s some money in those calls!” - Donald C. Kelly.ResourcesFor consistent practice and guidance in becoming a more impactful seller, join my Mastermind class.I'd love to connect with you on LinkedIn! Reach out if you need more support with permission-based cold calls or simply want to expand your network.Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2.  This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3.  This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast

It's frustrating when you're trying to reach a key decision-maker, only to be stopped by their administrative assistant. It can feel like gatekeepers intentionally block your path to closing a deal. But what if their resistance isn't just about blocking, but about recognizing when your approach simply isn't up to par? In this episode, I speak with Natasha Bowles, a seasoned gatekeeper with over 25 years of experience, to uncover what truly gets her to engage with sellers. Tune in to get the inside scoop and learn how to improve your tactics to close more deals.Meet the Gatekeeper: Natasha BowlesNatasha Bowles is the Founder of Natasha Bowles Professional Services, a staffing agency specializing in virtual and in-house administrative support.  As an executive-level administrator for over 25 years, Ms. Bowles has been a gatekeeper for high-profile individuals like medical professionals, property managers, venture capitalists, and notable public figures.She's not offended by the term "gatekeeper" at all, seeing it as her job to protect the time of the people she works with. Before letting just anyone chat with her clients, she needs to be sure they're prepped, will actually bring something valuable to the table, and have something that will genuinely benefit them.Natsha shares how execs tend to get about 250 to 1,000 a day! If you're not bringing anything worthwhile, it's her job to keep you from wasting their precious time.Gatekeepers are the first line of defense for decision-makers, and if you can't get past them, you won't be talking to the executive who calls the shots.How To Get a Gatekeeper To Open Your EmailsGatekeepers see right through the holes in an executive's business, and they know when generic cold-calling emails are a total waste of their client's time.To get your emails noticed by gatekeepers, Natasha says you've gotta do your homework on the company and show that knowledge in your email.  Think of it like this: if you're trying to get an investor to fund your pizza place but emailing someone who only invests in tech, it screams you didn't bother to do your research.In your emails, include things like who the relevant department head is, some stats, a problem the company is facing, and why they need to know about your product. Show some initiative and prove you've looked into the company and why you genuinely believe your solution can help them.Also, don't be rude to the gatekeeper! They'll remember it, and it could come back to bite you. Natasha shares a personal story about dealing with a rude client and what happened. Is It Possible To Go Around the Gatekeeper?It's possible to bypass the gatekeeper. But honestly, it will be tough because executives usually don't pay much attention to their own emails. They rely on the gatekeeper to handle it because their time is just that valuable.Natasha points out that even if you do get lucky, you might still end up talking to the gatekeeper anyway.Gatekeepers Can Move Deals ForwardYou don't always have to talk directly to the CEO to get a deal moving. Gatekeepers and executives often have a strong relationship, and sometimes the gatekeeper can even be given the green light to make decisions if the CEO trusts them enough.The gatekeeper might actually be the person you need to convince to close a deal. So, do your best to win them over when you reach out. Find that sweet spot where you show you know your stuff and how it can benefit the company."Protecting my client's time is my biggest task. I need to be certain that anyone wanting to speak with them is prepared, will add value to their day, and has something genuinely beneficial to offer....

Salesforce recently surveyed 7,000 B2B professionals, and the results are clear: buyers prioritize value. A significant 76% aim to maximize the return on every purchase, and 78% are being more careful with spending than before.In this environment, how can sellers stand out and win deals? One powerful way is by becoming a better storyteller. This episode dives into why storytelling is so important in today's sales landscape and offers practical advice on how to use it to close your next deal.The Power of Storytelling in SalesWhen you hear "storytelling," you might picture something from a book. But in sales, it's about crafting a narrative that draws buyers in.&nbsp; Think of it this way:The Buyer as the Hero: They're on a journey to achieve their goals.The Problem as the Villain: Something is blocking their path – maybe it's a lack of time, confusing regulations, or overwhelming complexity.You as the Guide:As a sales professional, you're there to help them conquer that villain with your solution.Effective sales storytelling positions you as a trusted guide, helping the buyer see how they can overcome their challenges and achieve their objectives – becoming the hero of their own story.&nbsp;&nbsp;And don't worry, your "story" doesn't have to be a long, drawn-out saga. Sometimes, a well-crafted illustration is all it takes to paint a picture and help a potential client understand their problem and your solution.How Storytelling Can Help You Close More DealsBusinesses are now incredibly strategic about their spending. Think of it like this: if you were trying to sell me a pen, and I said I'm determined to use my current one until it's completely dry before buying another, that's the kind of thinking businesses have right now.&nbsp; The economy has made them very cautious about spending money unless it's absolutely essential.And it's the same for consumers.&nbsp; No matter how much product knowledge we throw their way, if they're not willing to spend, it won't make a difference.What will make a difference is learning how to connect with them on an emotional level.&nbsp; People are driven by their emotions, and if we keep focusing solely on logic, we'll struggle to close deals.In the episode, I share a simple storytelling example about someone with a flat tire. It shows how creating a relatable scenario can connect with a prospect emotionally and close a deal.&nbsp;How to Become a More Engaging StorytellerInstead of listing what your solution does, paint a picture of what life will be like after using it.&nbsp; Think about it – people connect with visions of success and relief, not just a list of features.&nbsp;&nbsp;To become a better storyteller, focus on helping people see their own challenges clearly.&nbsp; Don't just mention a problem; describe the frustrating situation they're likely experiencing.&nbsp; Make them think, "Yes, that's exactly what I'm dealing with!"People aren't looking for a sales pitch; they're looking for someone who can guide them through their difficulties.&nbsp;Show them you understand their business and the obstacles they face, and you'll become a much more compelling storyteller."Don't just say you understand a business and their challenges; demonstrate it. Storytelling is the key to showing them you truly grasp the issues they're facing." - Donald Kelly.&nbsp;ResourcesTo further enhance your storytelling skills, I recommend Donald Miller's "Building a StoryBrand 2.0."Consider <a href="https://alignedup.com/"...

In the last episode, I shared some hidden gems on what prospects really want when they go on LinkedIn. I also provided some examples of how to engage with customers on the platform. But what I didn’t show you was how to turn these prospects into appointments. You’re going to find out in this part two series of my little LinkedIn rant.Connect, Share, and Engage to Generate Leads on LinkedInIf you remember from the last episode, I discussed how connecting and engaging with a prospect is better than the generic connecting and pitching method.&nbsp;Connect with a prospect on LinkedIn, share relevant content there, and engage with those who engage with your content. Even if no one is commenting on your posts, still keep sharing.&nbsp;Another idea is for you to comment on other content in the groups your ICP is in. Remember the data I shared on why people are on LinkedIn?When you’re engaging and sharing content that your prospects are interested in, it helps you pop up in their news feeds more and become seen as an industry expert. When they become more familiar with you, they’ll be more likely to respond when you pitch.Start a NewsletterIt’s never too late to start a newsletter, and don’t get lazy with it. Consider the questions and challenges your prospects are having and share solutions on how they can fix them in your weekly LinkedIn newsletter.&nbsp;Doing this once a week will show you as a source of information for the industry. People are coming to you to become educated! I share how you can create weekly emails with ChatGPT without just copying and pasting.Also, once you’re well connected with your prospect, shoot them a message asking for permission, and then pitch them your services. If you’re not sure how to do this, send me a connection request and ask how.“Information from you allows you to engage with people on LinkedIn.” - Donald Kelly.ResourcesConnect and follow me on LinkedIn.Do you need help with creating a podcast? Check out Bluë Mango Studios.Join my LinkedIn Prospecting Course for more guidance.&nbsp;Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.CreditsAs one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: <a href="http://thesalesevangelist.com/survey"...

LinkedIn is a goldmine for opportunities, but the challenge many sales reps are finding is that no one is responding to their messages after connecting. In this episode and the next one coming up, I’m sharing LinkedIn tips that provide the right touch to get prospects to start engaging with you. My research will help you network better and close deals, without resorting to those silly automated messages.Why Sending Pitch Messages Is A Mistake?Recently I did a LinkedIn poll that said, “When you accept a connection request, what percentage of them turn into pitches right after?” Out of the 316 people who responded to the survey, 60% of them received pitches in the next line of communication and did not like it.My poll result shows that prospects really hate those automated LinkedIn messages, especially right after you just connected with them. Just because they match your ICP, doesn’t mean it gives you the authority to pitch your services. Your prospects aren’t machines who are just going to do business with you because you have a great product.Sales reps who think that prospects are supposed to say yes to their first pitches often believe that sending out hundreds of automated LinkedIn messages works. It doesn’t, and you’re making it harder on yourself to close deals by doing it this way.What Do Prospects Want?I share more stats to help show you how to stop automating messages. For example, regarding content consumption, 40% of users between 30-49 consider LinkedIn as their primary news source.&nbsp;The stats I share show why people are even on LinkedIn, which is to grow their network, find industry insights, solve business problems, and engage with thought leaders.From this research, you can see why your prospects are on LinkedIn: they’re trying to find answers, solve problems, and get news.What Can You Do To Get Their Attention?Instead of sending automated LinkedIn messages after a connection, consider sending, “Hey, thank you so much for connecting with me,” and then figure out a way you can connect back with them in the message.&nbsp;Prospects are networking to build a community; how can you become a part of their community without pitching to them right away? I share how you can keep the engagement going to help close a deal by simply being a friendly person.“We’re polluting everything just for a short-term win, hoping to get by. But in reality, we’re damaging ourselves, our company, our careers, and our industry. The way we pitch on LinkedIn is why 30% of people are deleting messages after they see them.” - Donald Kelly.&nbsp;ResourcesConnect and follow me on LinkedIn.Do you need help with creating a podcast? Check out Bluë Mango Studios.Join my LinkedIn Prospecting Course for more guidance.&nbsp;Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at <a...

There’s no way around it; you’re going to hear "no" repeatedly in this industry. However, how you handle those "no's" is what turns you into a better seller. My guest, Jacob Hicks, is going to show you how he turned 70% of his "no's" into future "yes's."Meet Jacob HicksHe is a successful sales coach passionate about empowering leaders, professionals, and entrepreneurs to achieve clarity and fulfillment in both their business and personal lives.&nbsp; Since 2014, he has been a sales leader who has exceeded goals, set records, and effectively led teams across diverse industries.&nbsp; When he isn’t working, he is dedicated to continuous growth through reading, music, investing, and mission work.What to Do When You Get RejectedJacob believes that all success stems from prospects telling you "no." You learn significantly more from setbacks.This is where you can reflect on what went wrong and how you can improve your deal-closing process.He also believes that without a strong follow-up system, you will not be able to grow as a seller. You can work on your closing techniques, product knowledge, and other systems, but without a strong follow-up system, nothing else will be effective.Why Following Up Is Important?You call a prospective buyer, and they tell you they are not interested. Is there a way to still follow up, even after they have said "no"?Jacob views it as a retreat point and interprets the "no" as the buyer saying they are not interested in the product or service at this moment.His preferred line for this type of rejection is, "Would you be offended if I stayed in touch with you?" He has found that 90 to 95% of the time, people are open to you reaching out to them again.This allows you to continue following up with them a couple of times a month and provide value until they are ready to do business with you.Following Up Role-PlayJacob and I engage in a sales role-playing scenario where he is the seller and I am the prospective buyer. He demonstrates how he handles my rejection by providing value and establishing a follow-up system. Our role-playing illustrates that a "no" can evolve into a "yes" over time."When you’re stuck in a rut, you have to do something to change the dynamic. If you’re sitting at your desk all day, get up and stand or do something different to get you out of your comfort zone, helping you remember that you’re trying a new closing technique." - Jacob Hicks.ResourcesVisit Jacob’s website for more information and resources.Listen to his podcast to get more insider tips.&nbsp;Sponsorship OffersThis episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2.&nbsp;&nbsp;&nbsp;This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3.&nbsp;&nbsp;&nbsp;This episode is brought to you in part by the TSE...

A big problem a lot of sellers have is they don't know who their Ideal Customer Profile (ICP) is. But, with the right framework, you'll be able to go after the right buyers every time. My guest, Ronnell Richards, founder of Sayless Academy, will share how to find your ICP and how to reach them the right way.Meet Ronnell RichardsRonnell Richards is a best-selling author, entrepreneur, and sales consultant with over 20 years of experience.&nbsp;He's put his sales and marketing expertise into comprehensive LinkedIn Learning courses and his book, "Shut The Hell Up and Sell."&nbsp;On top of his professional work, he mentors entrepreneurs and supports community initiatives, helping businesses succeed and creating social impact.Why You Got to Know Your ICPRonnell says a lot of tech companies don't actually have an ICP and just sell to anyone who comes along.&nbsp;But, in today's tough market, knowing your ICP stops you from getting pulled every which way and missing out on big wins.&nbsp;The more specific you are with your outreach and messages aimed at your ICP, the less you get lost in the crowd.What's the Difference Between an ICP and a Strong ICP?Ronnell made 37 questions for his clients to answer about their absolute best customers.This helps them figure out all the things they have in common with those top clients.They usually find their ICP is way more complex than they thought.&nbsp;A strong ICP means you're targeting buyers you know you can crush it with, and avoiding those who aren't a good fit.Seeing Your ICP as a PersonIt's a whole different ballgame when you see your ICP as a real person, not just a target. What's their day-to-day life like?Are they going through a rough patch? I actually just put up a LinkedIn post about this, it's titled "I'm Not Just a Sales Guy."Instead of getting bent out of shape when your ICP doesn't reply to your emails, Ronnell says it's way better to build connections and make sure your outreach lines up with what they need.The secret to building strong relationships with your ICP is having shared values. This is how you get repeat business."Relationships are everything. The reason I can still do business with someone I worked with twenty years ago is because we clicked and built a real relationship." - Ronnell Richards.ResourcesConnect with Ronnell on LinkedInFind more information on his LinkedIn course herePurchase a copy of his book, “Shut The Hell Up and Sell.” Visit Ronnell’s website to learn more about him.&nbsp;Sponsorship Offers1. This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2. This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at <a...

Everywhere you turn, there’s a new AI tool being developed, and you may be hesitant to try them out. AI technology is here to advance how we do things, especially within the sales industry. However, people tend to use them the wrong way. Luckily, my guest, Stan Robinson, is here to share three AI techniques you can integrate into your workflow.Meet Stan RobinsonStan is the CEO of Social Sales Link, which teaches revenue-driven professionals to create more trust-based sales conversations using LinkedIn, Sales Navigator, and AI.Having coached over 1,000 business development professionals on social selling, Stan, who studied Psychology at Harvard and international affairs at Princeton, continues to expand his expertise through ongoing courses on sales, leadership, and AI.AI for Sales Reps: How to Work SmarterAI tools shouldn’t replace your work ethic; instead, you should be using them to enhance your sales skills. Stan shares how sales reps should be using AI:Messaging that connects: Don’t use AI tools to create generic outreach messages. Instead, use them to tailor your messages based on a prospect’s industry, role, and unique challenges.Role-playing: Sales leaders can use AI-powered role-playing tools to help their reps prepare for real objections on calls. You can train it to act as a tough prospect with a price concern and refine responses in a low-pressure environment.Faster research: The best thing about AI technology is that it cuts down on time spent doing research. Use AI to scan industry trends, analyze competitors, and summarize prospects’ pain points. This can help you quickly understand your buyers and craft a personalized message that feels more natural.AI Should Enhance the Human Touch—Not Replace ItSales is all about building relationships, so use AI to make your efforts more effective. Stan shares these tips to keep the human touch when using AI tools:Build trust: Buyers connect with people, not bots.Use AI for support: Let AI assist in research and messaging—but keep conversations personal.Stay in control: The best sales reps use AI strategically while focusing on building genuine connections."AI tools are not going to take your jobs. It’s the individuals who are learning how to converse with the tools who will take away the jobs. So, start using AI tools to make them work for you.” - Stan RobinsonResourcesBook a call with Stan by going to askSSL.ai.Connect with Stan on LinkedIn.Sponsorship Offers1. This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.2. This episode is brought to you in part by LinkedIn.Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.3. This episode is brought to you in part by the TSE Sales Foundation.Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting...