A few weeks ago, I was a bad son.
You see, I forgot to call my parents on their wedding anniversary.
I talked to them the day before. I was at their house the day after. At no point did I congratulate them on the day they formally committed to each other in front of family and friends, which, in time, led to me being born. (Which to me at least, is a pretty big deal)
They are used to getting a call from me on their anniversary. They thought I was going to call, and were surprised when I didn't. I apologized later, and they accepted it, but I still felt bad.
Just like forgetting your parents anniversary, the people who are most important to us (not just family, customers too) have a set of expectations for the role we play in their lives...including when they expect to hear from us.
And that's what this week's Windshield Wisdom video is all about.
1. If you do...
In case you're wondering how ideas like this happen...
I was in the middle of a mini vacation to our cabin in Northern Wisconsin last week, partaking in my favorite "Up-North" pastime of Musky Fishing with my 13 year old son, when I got a call from a customer who was in the middle of a vicious prospecting/follow-up loop that she couldn't seem to get out of.
As it turns out, my boat was the perfect place to create a piece of wisdom that allowed her to find a prospecting solution we all can use...and that's what this week's video is about.
1. It's not just enough to put yourself out there and network. The biggest fish are found at specific locations...the "spot-on-the-spot".
2. You will find customers by working through the same sales process every time, but the number of big fish you catch goes up when that process is aligned with what gets their attention on that specific day.
3. It's not enough to...
It's probably not the first thing you're thinking about when getting ready for your next meeting. It's certainly not the "sexiest" skill to learn.
I don't blame you if more of your prep time is spent planning better questions, or mapping possible outcomes.
So, what happens when your preparation includes matching the location for your meeting with the goals you're trying to accomplish when you're there?
It makes your job a whole lot easier...and that's what this week's video is all about.
1. Most of us look to 4 main options when scheduling a meeting...your office, their office, coffee, or lunch.
2. Which each of those are completely legitimate and viable options, it's important to know the pro's and con's of each.
3. By understanding which option to use for different people, at different points in the relationship, we're better able to match the venue with our goals for that specific, scheduled time...
It can be hard to grow sales. I have been doing it for some time now, and as a small business owner there are few things more challenging. Especially when you consider all the things we have to accomplish on a daily basis. I mean, for crying out loud, before lunch today I dabbled in accounts payable, accounts receivable, marketing, and human resources. Oh yeah, and I talked to some clients and prospects as well. And I don't believe that my day was really a whole lot different than yours.
Keep in mind these distractions are happening to a sales thought leader and professional sales trainer. I'm not supposed to have to think twice about the "sales" portion of owning a business, but just like you, I find myself surrounded by all the things that I have to do on a daily basis. At any given moment the need to grow sales can be dwarfed by something more urgent.
So when everything is hitting the fan, I grow...