I’m hearing some wild rumors going around. Word on the street is that prospecting has changed, and we need to get with the times and ditch the phone. It seems I need to set the record straight.
People are making scores of excuses these days about why they can’t pick up a phone. They’re sending emails or messaging prospects on LinkedIn in the hopes that a truly brilliant message will get them a reply. That’s simply not how prospecting works. And I’ll tell you why.
Let me set the scene for you: You go to a great networking event. You leave the room feeling fired up. You met some great people, and you can’t wait to talk to them again.
But then you go back to your office. Maybe you booked a meeting directly after the event, or maybe your day just gets away from you. And as you’re unloading your portfolio or taking off your jacket at the end of the day, you see those four business cards. What happens next is a tale we’re all familiar with.
The dreaded “D” word: delegation. Why is delegation so difficult? Why do so many of us have such an iron-fisted grip on our workload that we can’t imagine putting even a small piece of it on someone else’s plate?
Delegation is a very difficult thing to do. When you take pride in your work and you’re motivated to succeed, it can be terrifying to place any portion of that responsibility in the hands of someone else. I’ve found that we will come up with almost any excuse to avoid delegating, but these are the top three offenders.
In the world of sales, there are few things more important to your success than being able to execute a proposal meeting effectively. The trouble is, there are a lot of ways to fall short of that goal.
If you’ve ever found yourself sitting in bumper-to-bumper traffic when you’re supposed to be at the client’s office in five minutes, or standing over a copier praying for it to stop making that grinding noise and spit out your papers already, you’re doing it wrong. Thankfully, there’s an easy fix.
How often have you patted yourself on the back for signing up for a new exercise class or spending two hours researching prospects? Now, how many times have you gone on to drop the ball on those things?
We humans struggle with follow-through. It’s one of our regular downfalls. We’re great at taking that first step, but often pretty terrible at seeing things through.
We miss out on a lot of opportunities because of it. What is it that stops us, and how do we get past it?
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.