I’m gonna be honest with you: A lot of salespeople are bad at prospecting. If that statement stung a little or hit too close to home, I’d like to say I’m sorry. But I’m not.
Every day that you choose not to prospect, you’re delaying your future income. There, I said it. If you aren’t putting in the effort to create and implement an organized prospecting schedule, you are losing. This is non-negotiable.
Here’s the good news, however: creating a schedule is quick and easy. Let’s get down to it.
Since as far back as I can remember, I have been in love with writing. It’s one of my favorite methods of expression. But I have encountered so many people throughout my career for whom writing is practically a punishment.
Here’s the thing: Being capable of generating strong written communication makes you more employable. Regardless of your industry or field, you should be working every day to improve and nurture your writing skills. And it’s a lot easier to do than you might imagine.
We’ve all been there. You’re driving home at the end of a long day, and you’re totally spent. Whether it was a challenging day full of long meetings, or an amazing day where you finally scored a verbal “yes” from the prospect, you feel wiped out. Your cup is totally empty.
You may find yourself mentally cataloging the things you need to do when you get home. Making dinner feels impossible, so you swing into Papa John’s. This, my friend, is a prime example of decision fatigue. While it might seem like no big deal, it can manifest in ways that are detrimental to your career and your life. But it’s easy to combat if you understand it.
One of the most overlooked assets of any great producer is their strategic partnerships. And the most valuable connections are what I call Power Referral Partners—people who do business with your ideal clients.
While you might feel like you’re doing just fine on your own, the amount of business you are missing out on by not forming and nurturing these sorts of relationships is likely staggering. So where can you find these people? And how can you properly leverage these relationships to boost your business?
As human beings, we’re all on a semi-constant quest for self-improvement. We’re forever trying to form good, new habits that will enrich and improve our lives.
The problem is that we put so much pressure on ourselves when building these new habits that we often beat ourselves up for making simple mistakes, which leads to scrapping our plans entirely. However, these plans don’t have to be so rigid. There is a way to deal with minor setbacks without losing sight of your goals.
I beat the drum of positivity a lot, I know. But it’s for a good reason. Studies have shown that positive people are naturally more successful because they’re able to shake off the small stuff and overcome routine setbacks.
If you think you’re not a positive person and you were just born that way, then you’re wrong! Positivity is a choice! It is 100% up to you. I’ve got four ways to help you get there.
A lot of salespeople struggle to master follow-up techniques. But I’m here to tell you, leaving a message for a prospect that says, “I’m just calling to touch base,” or “I’m just circling back with you,” is pretty lame.
Seriously, let’s all agree to do away with these clichés. You need a real reason to follow up with someone, and there are so many ways to do it both creatively and effectively.