Proactive Prospecting Summer – Part 2
A common question I am asked is “What are the characteristics or attributes of great sellers?” While there are a number, one key one for me is their view and utilization of time. Generally speaking you can put folks into two groups, the larger 80%, those who view time as a unending commodity, and as such can be frittered away with little thought or concern. The minority 20%, the more consistently successful, see time as a precious resource that is to be maximized and fully exploited, understanding that once an hour passes, it can never be regained or reclaimed.
When it comes to prospecting, time is the silent killer. This why it is a core component of the Proactive Prospecting Program on Sales Gravy University. Many don’t want to do it, afraid to do it, and will willfully and by design waste their time on “other important things”, and thus run out of time to “prospect today, but I’ll do two hours tomorrow”. Bullshit, they couldn’t do an hour today, what makes the manager think that they do two tomorrow. The only truth in that is that they do in fact do twice as much: 2 X 0 = 0!
The thing that strikes me (and maybe it’s just me), is what can be more important than prospecting? Sure, we got to keep current clients happy, work on sales that are mid-stream, getting training on that new app you’re not going to really use, and of course, completing the football pool. But are any of those truly more important than prospecting, starting the next cycle, the next source of excuses for wasting prospecting time.
The best prospectors, allocate specific time to all of the activities highlighted above and others that are critical to winning and keeping happy customers. With the exception of the football pool, each of the above have to have time allocated and dedicated to completing. Based on what you sell, the nature of the buy/sale cycle, and other factors, the amount of time you allocate to each will vary, but there is no escaping that they all have to be completed throughout the cycle, and will require a specific time to complete.
To get a sense of how much time you need can be determined in a number of ways, none will be exact, but close enough to allow you to be in control of your time and your success. We use an Activity Calculator, (you can download it here). It works backwards from your goal, and uses your individual conversion rates from one stage the sales to the next, to close. Once you arrive at how many new prospects or meetings you need a week, you can then block off the time(s) in your calendar.
And that’s the hard part for most, blocking the time, as you would for a client meeting, and then actually doing it in the time allocated. Almost every sales person will tell me that they would never blow off a scheduled client meeting, yet they’re happy blowing off the activity that got them in front of a client to begin with.
It is not new, do the big important things first, there will always be room for the smaller things. What’s bigger than filling your pipeline with opportunities and future clients (who will make demands on your time)?
Sales people use their most precious resource to sabotage their most important activity – prospecting. To help you work through the time issue, download the white paper SALES HAPPEN IN TIME.
Feel free to e-mail me directly as you take advantage of the many things you’ll learn in your Proactive Prospecting Summer and the Proactive Prospecting Program on line.