Chasing Your Tail Prospecting? Take Heart!
I have two cats, Russian Blues named Sherlock and Mycroft. I once wrote about them in a Printing Impressions column, as a matter of fact. The article was about habits that cats have that might make them good mentors for salespeople.
Mycroft is a rascal. While he has shed many of his kitten-age habits, one he has hung onto is my favorite: chasing his tail.
This sales tip is probably better viewed on YouTube because I plan to take the video clips I shot in my kitchen recently and make my point, but if you don’t have access I can do it this way …
Sometimes prospecting seems like you are chasing your tail. Appointments always seem just out of your grasp and the more you run after them the further away they get. It can feel like you are going in circles, reaching for a goal in an endless pursuit.
You would probably be tempted to give up after a while.
Mycroft has figured out that if he lays on the floor, his tail is a lot easier to catch up with. While he continues the chase from time to time, eventually he finds all of that work to be worthwhile.
I urge you to continue your prospecting effort. Make the assumption that the customer hears you, that your voicemail message gets played and you are making an impression on them. Assume that they will do business with you, just not today.
Diligence is the most important characteristic found amongst successful salespeople. You might end up dizzy, but it’s all worth it.
To talk about what I can do for your sales team in the form of a live presentation, workshop, or individual training, either call or hit this link and jump on my calendar.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.