You’re a smart person and I seem to see this phenomenon all over the place, but I haven’t yet been able to explain it. Got any ideas?
So, I’ve been working with a really great guy the last few weeks. His name is Scott Rabinowitz and he runs an absolutely phenomenal business.
He is the consummate pro and a huge value to his customers.
Business is good, but he’s interested in growing it 10x the size it is now.
So, he got in touch with me to see if I could help. He knew he should be prospecting more, but wanted some ideas about professional approaches to reaching out for new customers.
Together, we brainstormed (actually, don’t tell him, but he did most of the hard work) and came up with an outreach approach that he could really get behind.
After one week of trying his new approach, I phoned him up to see how it was going.
He said, “Well, it was going fine, but then I got behind on my prospecting activities because the most BIZARRE thing started to happen.”
“Oh,” said I. “Do tell.”
“All of a sudden, I’m getting orders all over the place from people reaching out to me! I’ve been spending most of my time on those accounts. And, they aren’t the people I was reaching out to. It’s BIZARRE.”
Later the same day, another friend, Mary Rose, told me the same thing. She’s been doing the outreach she’s been designing for the last month, and business is coming in from all sorts of places she’d never imagined.
How did that happen?
Well, I would be lying if I told you that I know HOW it happened. But, one thing I have learned in all these years of selling is…
Sales is NOT a linear activity.
When you start taking the right actions, business seems to come your way, from all sorts of places.
And one of the rightest actions in the world to take is Prospect, Prospect, Prospect.
BEWARE, though. There is a nasty, nasty trap here.
Now that Scott and Mary are bringing in all this new business, it is tempting to skip the prospecting.
Unfortunately, this rule seems to work in both directions. When you stop prospecting, all the business seems to run away! It’s crazy, I know.
As Jeb Blount, author of Fanatical Prospecting says. If you want a healthy, growing business, you must live by the mantra: Eat. Prospect. Sleep. Repeat.
Any physicists out there? Is there a science behind this phenomenon? Would love to hear more!
Love your business UP!
The Irreverent Sales Girl
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