Your leads, that is.
Let me tell you a story about something really incredible that happened this morning. I opened up my email around 5:30 AM as I usually do, to prepare myself for the day while I get ready to go, and I immediately did a double-take.
It took me a moment to realize exactly why this person’s name was blaring at me like a siren, but when it clicked, I realized this was an amazing opportunity to share some tips and encouragement with you all.
You see, this person is someone I had a number of in-depth conversations with about potential opportunities to work together. He was looking for someone to come in and give his sales floor a bit of a refresh, a bit of a pep talk if you will. For a number of reasons, it didn’t work out, but the important factor here is this:
Those conversations took place two and a half years ago.
He had reached out to me all this time later to ask if the opportunity for me to work with his team still existed.
We had a bit of a chuckle over our previous conversation and the fact that it didn’t come together due to some worries about cost, so I wasn’t expecting a reply when I let him know that the investment for my services had increased about 40% since we last talked – but he didn’t bat an eye.
We as salespeople and entrepreneurs know that there are some instances that you may not be privy to going on with your client that can prevent them from taking action, and it’s our responsibility to keep that door open in case they ever decide they’re in a position to walk through it.
But unfortunately, I have seen far too many people who, if they are unsuccessful capturing an opportunity, let the prospect die on the vine. They truly believe that “no” is an irreversible frame of mind, and this is costing so many amazing people with amazing products, thoughts, ideas and concepts a huge amount of business!
The amount of money that is available in the follow up is staggering, and this is a first-hand example – because when I emailed this individual back, we agreed to a quick phone meeting, and quick it was.
Three minutes later, I had secured a substantial piece of business, and this individual had secured a solution to a problem that his organization had been struggling with for years.
It’s important to remember to judge your days by the seeds you sow, not by what you reap. Would you plant something in your garden and then dig it up and throw it away as a “dud” the following week because you get your fully-grown apple tree fast enough?
Keep working and keep reaching out to those prospects. The key is that you must create enough opportunity – in this case, a marketing base – that is so abundant that it allows you to afford failure. While one may not pan out right away, set it aside and let it grow while you go after the ones that are reachable for you today.
And, most importantly, FOLLOW UP.
Whether you’re a sales representative, a new business owner, or a CEO, we are all entrepreneurs. With that in mind, check out my FREE program: WX5: The Five Ws of Entrepreneurship.
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