The Secret To Prospecting New Business

As a small business owner, your time and money are valuable. You can’t afford to waste either one, and you probably need results fast. So how can you successfully get more sales leads? In this episode, of Midwest Mindset (A.K.A. the Omaha Podcast) Jeff Beals from Grow Omaha shares his secret for prospecting new business that actually pans out.

Jeff is an expert at helping companies find new customers and close more deals. He tells us all about it, starting with the most important thing: ¿where should I start looking for leads?

Sales team meeting for prospecting tips.

Prospecting And Identifying your ideal customer

Read the full transcript

Let’s face it: prospecting can be challenging, especially when you’re just getting started, But it doesn’t have to be that difficult! By following these simple tips from Jeff, you’ll be well on your way to generating high-quality leads that convert into paying customers.

The first step is determining who your target audience is. Start by considering their age range, gender, location, interests, and other relevant information that might help you paint a clearer picture of this potential customer base.

Look at which platforms they’re using and what content they engage with. Are they looking for funny memes or severe advice? Do they lean towards long-form blog posts or quick videos? Knowing this information can help you tailor your marketing strategy by ensuring it resonates with them.

This takes us to our next secret for a successful prospecting tactic:

Demonstration of how online prospecting generates sales.

Social Media 

Social media is a great tool to build credibility and authority; the first thing to do is to get your social media game going. However, Viewing this as just one part of your overall marketing strategy is essential. You should not rely solely on social media for your prospecting effort.

We will discuss more in-depth the importance of your marketing strategy and social media in Season 2: Midwest Mindset for Marketing.

This being said, traditional methods like Phone calls, face-to-face networking, email, etc., are far more effective ways to prospect new business.

Phone calls

Ahh… the trusty telephone. It may sound old-fashioned, but making phone calls (and yes, video calls and meetings count as well ) is still one of the most effective methods of finding new clients and growing your business.

One significant advantage of using phone calls for prospecting is that it allows you to reach out to people who may not be actively searching for a product or service like yours.

Additionally, leaving thoughtful voicemails (30-40 seconds) can often lead to more replies and conversations than emails or social media messages, which helps build relationships faster.

Be thoughtful with your messages. 

Don’t treat people merely as business connections or possible customers; build an actual bond. Consider what you are saying if you want to make a real connection. Crafting a message that speaks to what the other party finds valuable and what they care about is critical.

Starting with something you both have in common can be a great way to get their attention. Maybe it’s a shared hobby or an industry-related experience; whatever it is, use this in your initial message as an icebreaker. This will increase your chances of getting an actual response. 

Image displaying how leads, prospects and customers are part of the propecting process.


Having bonded with your potential customers, following up is essential to keep relationships and increase the chances of landing new business leads. 

Keep track of conversations, send emails, make phone calls, and follow up on any promises made during the initial contact so that they remember who you are and what you offer.

Get your prospecting game going today. 

As Jeff said in this episode, “There’s no bad prospecting tool, just bad execution.” If done correctly, prospecting for new clients can be easy for small businesses looking to expand their customer base.

If you’re looking for a new way to promote your business and find potential new customers, you should give podcasts a try. With more people using online streaming services than ever before, the possible reach is massive. 

Most businesses struggle with visibility and growth since they don’t have the resources to market themselves correctly. At Two Brothers, we have all the tools to help you grow and get new excellent leads. We know how to deal with your business with the power of podcasting done right.

If you’re still not sure where to start, book a FREE call with Two Brothers today.