I call it the "Ping-Pong Rule."
In ping-pong, we're facing an opponent on the other side of the table who's sole purpose is to hit the ball back to us in such a way that we can't hit it back to them. Our goal then, is to not only handle whatever they hit back at us with ease, but to return the ball in such a way that they're forced to hit easier shots back at us.
To put it in terms of our banking careers, whatever prospecting activities we undertake (or don't undertake) today, will come back at us tomorrow. It's up to us to determine how hard it's going to be to hit the ball back again...and that's what this week's Windshield Wisdom is all about.
1. Successful bankers avoid the stress of boom or bust prospecting routines that plague their less successful competitors. They understand that every day they need to be putting themselves out there in one form or another.
2. To make sure time doesn't go by without any prospecting activity, review your week to see what's on the calendar, and fill in the gaps accordingly. Back in my banking days, I set a calendar reminder to stop me in my tracks and do what I needed to do to keep my pipeline of new deals full.
3. Networking, reaching out to Centers of Influence, working referrals from existing customers, communicating on Social Media, etc... are all viable options. Remember the most important thing is to create a consistent habit that will pay dividends down the road.
Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group. His clients are making their goals faster and easier based on the confidence and skills gained from learning a sales process tailored to ensure they aren’t “just another banker” in the communities they serve.
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