The Farmer and The Salesperson
Imagine you were a farmer and planted a crop of only one seed. What type of harvest would you expect down the road? You wouldn't expect to see much of a harvest at all. However, if you planted many seeds, and properly cultivated those seeds, you would typically expect an abundant harvest at the end of the season. Selling, and in particular prospecting is no different than farming. Some would say they're both exhausting and difficult fields to be in, but for the most part two very rewarding fields
The seeds that you plant are your cold calls, doors you knocked on, and people you stopped on the street. Plant one seed, or make only one cold call, and you cannot expect to have an abundant harvest at the end of your sales cycle. However, plant many seeds, or make many cold calls, and like the farmer, you can expect an abundant harvest at the end of your sales cycle.
I am sure all of us are too familiar with those desperate feelings that often accompany business development and sales. We ask ourselves, "Why didn't they call me back?" or say, "I have to get that appointment and make that sale!" I used to get like this all the time. I used to sit back and boohoo around the house and worry about my bills, my mortgage, and if I had enough month at the end of the money. The remedy for me was The Law of Sowing and Reaping which then yields The Law of Averages.
I have created a system for myself, I tested it, validated it, analyzed the data, and then tweaked it to ensure that my numbers were actually accurate. Once I scrubbed the data, I refined it even further, then, took that same system and deployed it for myself and my business. Ever since I went to this new system, I have trained aspiring entrepreneurs and taught them how to take this same system and boost their sales organically WITHOUT start up capital, WITHOUT business loans and WITHOUT investors.
This particular system is called the "Tenacious Twenty", and it's a very simple 20 day cycle of building your prospecting database, the output are prospects filling your pipeline, accounts turning over, and then you have a solid base of clients, hot leads, warm leads, cold leads and dead leads.
For more information on the Tenacious Twenty, feel free to contact me to discuss how it works and I'll assit you with the planning, prospecting, meetings, selling, closing, to upselling and asking for referrals.
Your Friend & Favorite Consultant
Curtis DeCora is the Chief Executive Officer with Optimize Business Solutions and also a Senior Account Executive with Integra Business. The experience and expertise is backed by 8 years of B2B sales, starting 44 small businesses, and helping clients save an average of $9,381/year.