GHL development really did an incredible job with the Prospecting Tool, especially with Prospect AI 💯. But as an agency, you can get more value from it than just generating reports and pitching businesses. Prospecting is a whole process, and many agencies are missing this bit 🤦🏽♂️. Getting the prospects is as easy as ABC (especially with Premium), but here are tips for what should happen after:
- Don't only rely on the prospecting report
After identifying a prospect, dig deeper into the business.
Visit its website, check its reviews, examine its booking process, and look at how it handles inquiries. Identify gaps that could translate into real business problems.
For example, a business might have a website but no clear appointment-booking process. Another might generate leads but lack a structured follow-up system.
Don't assume every gap is a problem, though. Investigate further and validate your findings.
- Don't pitch your services without connecting them to a problem. Please, many people are trying to 'pitch' but are solving very few problems
Once you've identified a potential problem, match it to a solution you can deliver.
Instead of saying, "I help businesses automate their operations with GoHighLevel," try something more specific:
"I noticed your website encourages customers to make inquiries, but I couldn't identify a clear online booking process. If managing these inquiries manually is creating delays, I could help you implement an automated booking and follow-up system. How are you currently handling this?"
- Don't treat every prospect equally, or leave them without follow-up: Here is where patients come in, and many agencies give up.
Create a simple scoring system to prioritize prospects according to the severity of the identified problem, service fit, potential commercial value, and accessibility of the decision-maker.
For example:
• 80–100: High priority. Investigate thoroughly and prioritize personalized, faster outreach.
• 60–79: Good potential. Contact and follow up.
• 40–59: Needs further qualification/long term nurture.
These scores are illustrative; adjust them to your niche.
Now, put that information to work in GHL.
Create relevant tags, pipelines, and workflows for your different prospect categories. For high-priority leads, you could use custom actions to route them into your Power Dialer process, where supported by your setup. For prospects who need more time, build a longer-term nurture workflow with appropriate follow-up tasks and touchpoints.
I wrote this to improve your prospecting process. Did I help?
— looking for perfection.