#Prospecting March 18

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March 2026 marks the 75th consecutive month that Jeff Neelon, Jaclyn Donovan, and I have completed a 30-Day Coach4aday Challenge. For this milestone month, we’ve chosen to focus on teaching. Each day for 30 days, we will share one lesson, principle, or insight gained from the previous 74 challenges—calling it the 30-Day Coach4aday Teach It Challenge. For each of us we believe that our own personal growth increases when we share it. Today it is a lesson on the technique of PROSPECTING.

My life has exposed me to the techniques professionals in higher education utilize in student enrollment, philanthropy, and in human resources. In each area they are involved with prospecting. Some are better at this than others.

“Teach It” 30 Day Challenge Guidelines

In past challenges, we invited others to join us, though participation has been limited. This month, the three of us will return to January 2020—the very beginning—and move forward to the present, reflecting along the way and sharing a life lesson or insight from any month with one another.

Here is how we will do it.

1. Identify the principle, insight, or lesson from a previous 30-Day Challenge-identify the Challenge also.
2. Teach that lesson to each of us.
3. Share the conversation by posting on social media with the hashtag #Coach4adayChallenge

Day 18-Techniques for Prospecting

Back in 2018 after I retired, I was contemplating starting my Coach4aday LLC business. One of the proactive steps I took was to attend a small business seminar sponsored by Robeson Community College with Mike Collins.

My big takeaway from his presentation was to grow or market any business required the habit of prospecting new business, selling to new businesses, and being a good steward to existing businesses. Atter that session was completed I dove into the habit of prospecting. A big resource for me was an article on HubSpot by Diego Mangabiera that went over prospecting in great detail. Great read for getting better results.

If Mike’s seminar and research taught me one thing, it’s that prospecting should begin with a conversation, not a pitch. That conversation needs context—not a recitation of your credentials. Make a habit of trying to help someone solve a problem or improve a service, not close a sale.