Sow, nourish, harvest… and feed again the cycle that keeps abundance alive.
At the heart of every business there is an undeniable truth: Without constant prospecting, there is no sustained growth. It doesn’t matter how good your proposal is or how lovely your products are; If you stop feeding the funnel, the flow stops, and with it, the pulse of your company.
Prospecting is not just looking for clients. Is sow relationshipsbuild trust and keep the conversation alive with the market. In today’s world, where digital media has multiplied the ways to connect, prospecting has become an art that combines the discipline of monitoring with human sensitivity.
We live in a time of digital saturation and marketing noise. Every day we are bombarded by hundreds of messages, emails and advertisements competing for our attention. But amidst that noise, there is a hidden gem: the information. If we use it intelligently, it allows us to better understand our prospects, personalize the communication experience and speak to them with relevance and respect.
The same principle applies in reverse: when you contact a prospect, they will investigate you too. They will search your LinkedIn profile, read your posts, explore your site, or check your networks. Therefore, your digital channels must reflect who you really are: your essence, your style and the value you represent. Today, your digital presence is as important as your handshake.
In this new scenario, traditional channels such as the telephone are complemented with tools that have become the new telephone of the 21st century:
- LinkedInwhere the network of professional trust is woven.
- WhatsApp y SMSwhich allow for closer and more human conversations, if used judiciously.
- Video messageswhich transmit emotion, authenticity and presence, even from a distance.
The secret is in use each channel with purposewithout mechanizing the relationship. The goal is not to sell more, but connect better. And when the connection is real, the sale flows naturally.
This is how the funnel is formed: from the general to the personal. From superficial knowledge to deep trust. And from that trust, authentic sales are born —the one that does not feel imposed, but deserved.
Of course, there are two mistakes that are repeated over and over again. The first: trying to close the sale without having built a relationship, which makes us seem ill-educated opportunists. The second: having done everything right—creating trust, providing value, generating affinity—but forget to ask for the sale. In both cases, the magic is broken. The key is in balance: serve generously and ask clearly.
Keeping a funnel alive also requires an understanding of time. The efforts you make today—the calls, the messages, the content, the shared coffees—will not be reflected tomorrow, but within three months or more. Therefore, stopping prospecting when sales are flowing is one of the most common and costly mistakes. If today you only dedicate yourself to serving customers who have already purchased, tomorrow you will find an empty funnel.
The formula is not a secret, but few practice it consistently:
Sow, nourish, harvest… and sow again.
Each stage feeds the next. What you sow with intention is nourished with service, flourishes in sales, and as you sow again, the cycle is renewed with more wisdom, relationships and abundance.
That is the magic of a living, productive and effective trading system: one where trust is cultivated, action is sustained and abundance flows endlessly.
Have a great day.
About the author:
Mac, visionary entrepreneur and thought leader on how to build the future in which we will be happy to live. It teaches companies, associations and governments to better face the future, assume its greatness, and make a difference in the world.
https://kroupensky.com
The opinions expressed are solely the responsibility of their authors and are completely independent of the position and editorial line of Forbes Mexico.
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