Prospecting - Time really is money
I am not the world’s most organized salesman. In fact, I may be
the least well organized sales person you will ever know.
However, I do know one very important organizational fact
regarding success in sales. If you don’t set aside time for
Prospecting on a regular basis, that is daily or weekly, you
will pay a price.
I recently wrote about the hills and valleys of sales. These are
the times when you are really flying high and then the times
when you are down in the valleys trying to climb up and see some
day light.
The reason we get into those valleys is because we let “things”
prevent us from doing what we need to do to stay on the hills.
In my case, that is virtually always Prospecting.
I let myself get involved in other work and don’t Prospect. And
this stuff is legitimate - really. I am working with someone
else, working on a presentation, making speeches, or some other
very important and worthwhile activity.
That doesn’t prevent the problem of a valley in my future
however.
So what do we do? We make a sacred time each week that is just
for Prospecting. Nothing short of death gets in the way.
Our BLITZ CALL® Prospecting System is designed specifically for
regular periodic Prospecting. Not a “big deal” Prospecting
event, but just a regular activity to keep your pipeline of
Prospects full. If you try to make Prospecting an “event” then
it will get too complicated and you won’t do it.
Once your Prospecting system is set up and running you will be
able to Prospect without needing to do anything to prepare. Just
do it. Nothing will get in the way.
That way you can spend your other time doing all the other
things that must get done, while not avoiding the essential -
Prospecting.
We have heard it all our business lives, but it is still true,
time really is money.
Sell Well and Often.
Bill Truax Bill@BlitzCall.com 800-253-1214
